Corporate sales executives are always searching for ways to increase revenues without making major changes to their technology, processes, or workforce. When done effectively, sales coaching can be the catalyst that improves sales results, team morale, and employee retention. Sell More with Sales Coaching provides proven sales coaching material that includes assessment, tools, and exercises. Peri Shawn's proprietary methods are derived from her work at the Coaching and Sales Institute and have been used by major corporations and mid-size businesses. As a result of applying the tools and…mehr
Corporate sales executives are always searching for ways to increase revenues without making major changes to their technology, processes, or workforce. When done effectively, sales coaching can be the catalyst that improves sales results, team morale, and employee retention. Sell More with Sales Coaching provides proven sales coaching material that includes assessment, tools, and exercises. Peri Shawn's proprietary methods are derived from her work at the Coaching and Sales Institute and have been used by major corporations and mid-size businesses. As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by: * Assessing team members' sales capabilities * Determining what type of coaching is needed on an individual basis * Identifying sales mistakes being committed by salespeople * Coaching team members to avoid committing sales mistakes * Improving the quality of sales conversations * Increasing the quality of conversations within the team Sell More with Sales Coaching will help your team overcome their habitual sales mistakes. Use these methods to more effectively coach your salespeople to help their clients with their buying decisions. As a result, your team members will sell more, better, sooner, and more often.
PERI SHAWN is an author, speaker, and leadership coach. Her company, the Coaching and Sales Institute, numbers among its clients firms such as RBC Insurance, Rogers Communications, Canadian Tire Financial Services, Merck, and Hallmark. Peri teaches and coaches corporate sales executives and their teams to sell more. As part of Peri's ongoing research, she has developed groundbreaking proprietary tools that demonstrate how trust affects performance, management, and the client experience. Peri has served as the national president and executive board member of the Canadian Association of Professional Speakers and the Association of Independent Consultants. She was also a member and past international council representative of the Global Speakers Federation (GSF).
Inhaltsangabe
Acknowledgments xi
Introduction 1
CHAPTER 1 Ensuring Your Sales Coaching Gets Results 3
CHAPTER 2 Sales Mistake #1: Not Being Clear Who's Buying17
CHAPTER 3 Sales Mistake #2: Forgetting Why People Buy 33
CHAPTER 4 Sales Mistake #3: Being Self-Focused 47
CHAPTER 5 Sales Mistake #4: Telling Mistruths 63
CHAPTER 6 Sales Mistake #5: Being Ill-Prepared 79
CHAPTER 7 Sales Mistake #6: Taking Too Much of theClient's Time 93
CHAPTER 8 Sales Mistake #7: Sharing What's Not Relevant107
