From when to coach, how to coach, and even whom to coach, this course helps you harness the power of sales coaching to drive differentiation, engagement, and ultimately revenue.
Overview
Syllabus
Introduction
- A foundation of successful sales
- Introduction to sales coaching
- How coaching drives sales
- What makes a good coach?
- What sales coaching is and what it's not
- Three types of coaching calls
- Why coaching might require losing a sale
- Multi-generational sales coaching
- Who to coach and who not to coach
- Planning in advance
- 10 minutes before a call
- 10 seconds before a call
- During a difficult call
- Debriefing after a loss
- Debriefing after a big win
- How to position yourself with the customer
- What to do when the customer ignores your rep
- How to handle abusive customers
- How to improve prospecting
- Create killer presentations and proposals
- How to deal with stalled sales processes
- What to do when your rep always wants price concessions
- Why you can't motivate people
Taught by
Lisa Earle McLeod
