Sales Courseware
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Coaching Sales People
What Is a Coach?
Before it is possible to implement any coaching activities, the definition of a coach must be made clear. Understanding the roles and responsibilities of coaching as well as the challenges that coaches face will establish the foundation necessary for the moving forward in the process of becoming a coach for salespeople.
In the business world, a coach is responsible for increasing employee and company success. The goal of coaching is to develop employees at all levels, including productivity, adaptability, satisfaction, and retention. There are professional coaching positions, but any manager can be a coach who develops the best in their employees.
Coaches are not mentors, although they share some of the same roles. Coaches work to help people discover information on their own rather than relying on direct teaching methods. In any coaching relationship, it is necessary to develop trusting relationships based on confidentiality.
Being a good coach demands a clear understanding of the roles and responsibilities that a coach must provide. These roles include:
- Challenge assumptions – Ask team members to consider their beliefs.
- Offer encouragement – Celebrate achievements and build confidence in times of struggle.
- Provide education – Help team members find skills, knowledge, and expertise.
- Act as counselor – Develop interpersonal relationships between team members and those outside the team.
These roles that a coach plays requires balance. It is important to avoid focusing so much on one role that you fail to address others.
For more on our Coaching Sales People course, please visit: https://corporatetrainingmaterials.com/course/Coaching_Salespeople
Top 10 Sales Secrets
Effective Traits
We usually end up avoiding the pushy salesperson. The one that follows you around the store, asking a million questions. There are many traits in a sales representative that we all avoid. Being that salesperson that a customer wants to see and to talk to takes a little bit of practice. But with these traits, you will become that salesperson, it will eventually lead to the customer making a purchase, and beginning a positive, long lasting relationship with you.
There is a fine line between being assertive and being aggressive. Being pushy and overly aggressive can not only offend but also scare away perspective customers. On the other hand, being assertive, and in tune with the customer’s needs, you can draw in customers.
Before you begin the sale, know the objections/concerns the customer may have and be prepared to respond. Give all of the supporting data when delivering the sales pitch. Always be calm, positive, and honest about the product/service. This will convey the message that you are an authority in the field.
Assertive behavior:
- Calmness
- Positivity
- Enthusiasm
- Honesty
Emotional Intelligence is the ability to identify and control one’s emotions, and to recognize and manage others’ emotions. In short, being aware of one’s emotions and being able to control them, along with having empathy for others, are both signs of emotional intelligence. People with high emotional intelligence are usually better team players, better problem solvers, and overall better “people” persons.
Those with high emotional intelligence are very aware of their own emotions. They know their triggers and are capable of controlling their emotions, even in stressful situations. High emotional intelligence also involves a motivation to understand other’s situations and empathize with them. Improving all of these traits is important to developing a high emotional intelligence.
Traits of a high emotional intelligence:
- Self-awareness
- Self-regulation
- Empathy
Sales = problem solving. If you want to be valued by your customers, you have to solve their problems. Customers that need solutions to high priority issues are willing to pay for those solutions. But first, you must identify the customer’s problem. What are they missing or needing? Then you must analyze that problem. What causes the problem? What could solve the problem? You then need to formulate several options to remedy the situation for the customer. Which products/services will solve this problem? And lastly, assist the customer in choosing the option that best suits their needs.
The hardest thing to learn as a sales person is to close the deal, make the sale; no matter how you word it, there are many techniques to getting your customer to put their name on the dotted line. After you have presented all of the facts, and the customer wants the product, you may still need to gently push your customer to actually committing to the sale.
One of the techniques used is the assumptive technique. You assume the sale is completed and you say something like, “So you would like your delivery date to be next week?” Another technique is the bonus. Hold back a low cost, high value bonus to purchasing. Use this bonus to sway your customer into the purchase. Another way to close the deal painlessly is to put a deadline on the deal. This works well when offering sale prices. “This sale is about to expire, so I assume you want to take advantage of this pricing now?” would be a good example of this technique.
For more on our Top 10 Sales Secrets course, please visit: https://corporatetrainingmaterials.com/course/Top_10_Sales_Secrets
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