Self Coaching:
Effective sales coaching is something that is probably the most overlooked part of sales. The ability to coach someone to improve performance has more variables than customers have personalities. Coaching everyone the same way gets you only as far as the individual. Perhaps it’s overlooked because some companies think it doesn’t pay to do. In either case, you’re not doing it right.
The first two questions I have for you as a sales associate is: How do you want to be coached? What is the best way to get you to see an area of opportunity and change your behaviors so that these opportunities become sales?
This module shows you how to find areas of opportunity within your daily presentations to improve the behaviors and focus on what comes next. The next week improvement means movement, so now you pick another set and you track your progress. Do this each week. Challenge yourself to be your own coach.
What if you have never been coached? What if you have been thrown to the wolves and told to kill or be killed. This seems to be more the case than not actually. Sales coaching has become something that some sales people get to experience in very seldom lecture type meetings that make you feel like you’re in the wrong line of work. For others it can be an uplifting motivational experience that leaves you convinced the answer to unlimited earning potential has been handed to you. Yet, when you get back to your customers you cannot find a single way to utilize this gift and you only end up more frustrated.
We have found a way to allow you as the sales person to track your own development. With this module you can identify the behaviors that are holding you back. If you can just write down certain key points in a conversation, you will be able to coach yourself to selling better.
If you can identify when you have lost a potential sale, this system can show you where you need to improve. The behavior checklist that you track gives you a clear and precise area to place your abilities. If your not doing something that you feel may be hindering your process, you are going to see it. Likewise if you’re doing certain things that you should not be including in your presentation, those behaviors will stand out also.
The key to this module is to use the behaviors that are discussed and reviewed in our training program. All you do is identify one behavior at a time that needs to be your focus for the following week. For example you may have 4 key behaviors that you need to track this week:
This product was added to our catalog on Saturday 13 December, 2008.
