Sales Coaching FAQs

What is sales coaching?

We all have the potential inside of us to perform at a higher level than the level that you are currently performing at. I’m going to share with you some principles, concepts and ideas that have dramatically increased my sales results.

At the end of the day, in sales, you have to know how to sell. You have to know what to say, when to say it, how to close, how to handle objections, how to set appointments, how to build trust – these are all skills that you have to have to be successful.

Dr. Donald Moines, author of Unlimited Selling Power, says selling is ninety percent psychology. You need the mindset that you are unstoppable. You have to have a written plan; your goals and your tactics. Lastly you need to take massive action.

What is holding a lot of sales people back from their potential is the mindset on how they view sales. When you think of a salesperson, what do you think of? Most people think of arm-twisting, high-pressure and manipulation, used car sales, or some type of negative; selfish, it’s just not me, in it for themselves etc. There are many people that sell every day that are comfortable viewing themselves as a salesperson. Think about yourself right now. Are you comfortable viewing yourself as a salesperson? Are you proud to be in sales? Many people are uncomfortable viewing themselves as a sales person. The truth of the matter is you are a salesperson. Guess what. It’s a great thing! Selling is about leading and it is about moving people to action. Resistance to selling will be a barrier for achieving your potential with a business career.

The process of selling begins with lead generation. The easiest way is to ask for someone’s business card. The next lead generation idea is called follow your money.. anyone that you pay money to and have a unique rapport and relationship with. Ask people you do business with for an opportunity to present your products.

Next you need to set appointments. The purpose of setting an appointment is to set an appointment. It’s not to sell your product or service. That’s what the appointment is for but when you’re setting the appointment, you’re focused on just getting your foot in the door and getting the appointment set. At the appointment when you go over and do the presentation, share with them the benefits of the product. People buy benefits. Identify the customer needs. Find out what they want and give it to them.

Present the offer and be prepared to handle objections. Sales coaching can teach you how to sell, hold you accountable, and maximize your results. May sales people that have worked with a coach have doubled and tripled their income in a short period of time.

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