Sell more with sales coaching practical solutions for your everyday sales challenges
Sales coaching tools and strategies to help you sell more Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales...
| Autor principal: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
2013.
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| Edición: | 1st edition |
| Colección: | Gale eBooks
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628599006719 |
Tabla de Contenidos:
- Sell More with Sales Coaching: Practical Solutions for Your Everyday Sales Challenges; Copyright; Contents; Acknowledgments; Introduction; Chapter 1: Ensuring Your Sales Coaching Gets Results; How This Relates to Sales Coaching; What No Struggle Means; The OSF Cycle; Consequences of the OSF Cycle; Transforming the OSF Cycle; Telling Them What to Do; Effective Sales Coaching Looks Like This; You Probably Do This More Poorly Than You Think; Where to Start; What Your Live Feedback Could Look Like; Why Is Listening So Important?; What's the Lubricant?; Then Comes . . . What Do You Say?
- How You Do ThatChapter 2: Sales Mistake #1: Not Being Clear Who's Buying; Here's the Problem; What to Watch and Listen for in Your Sales Coaching; A Word of Caution; 1. Clarifying Who the Decision Maker Is; 2. Determining Who Else is Involved in the Decision-Making Process; 3. Isolating Clients' Steps in the Decision-Making Process; 4. Identifying Clients' Buying Criteria; Another Word of Caution; What This Means to Your Sales Coaching; Decision-Maker Preparation; Chapter 3: Sales Mistake #2: Forgetting Why People Buy; Here's the Problem; Another Issue
- What to Watch and Listen for in Your Sales CoachingLet's Agree; 1. Identifying Why Clients Buy; 2. Determining What They Need to Buy Your Product; 3. Linking Clients' Reasons for Buying to Your Product; PERI Sales Story Formula; One More Piece; A Word of Caution; What This Means to Your Sales Coaching; Why-People-Buy Preparation; Chapter 4: Sales Mistake #3: Being Self-Focused; Here's the Problem; What to Watch and Listen for in Your Sales Coaching; Don't Fall for It; 1. Asking Questions to Discover Clients' Needs; Pain Questions; One More Type of Question to Consider
- 2. Customizing to Clients' NeedsIn Addition; Their Other Communications; What This Means to Your Sales Coaching; Client-Focused Preparation; Chapter 5: Sales Mistake #4: Telling Mistruths; Here's the Problem; What to Watch and Listen for in Your Sales Coaching; In Defense of Your Perpetrating Team Members; 1. Creating a Trust-Based Sales Culture; Beware; Where do you start?; 2. Discovering Their Product Knowledge; 3. Clearly Defining Sales with Team Members; An Important Point; What This Means to Your Sales Coaching; Product Knowledge Preparation
- Chapter 6: Sales Mistake #5: Being Ill-PreparedHere's the Problem; What to Watch and Listen for in Your Sales Coaching; Fine Line; Your Coaching Will Be Different; Your Sales Coaching Structure; 1. Giving Their Opinion Appropriately; 2. Answering Questions Well; 3. Responding to Client Objections in a Helpful Way; 4. Knowing What Information Clients Want; What This Means to Your Sales Coaching; Planning Preparation; Chapter 7: Sales Mistake #6: Taking Too Much of the Client's Time; Here's the Problem; What to Watch and Listen for in Your Sales Coaching; Another Important Component
- 1. Demonstrating They Hear Client Feedback
