Sell More With Sales Coaching E-Book

Peri Shawn

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 325

Veröffentlichungsjahr: 2013

Beschreibung

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 results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions. 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 capacities * Determining what type of coaching is needed on an individual basis * Identifying sales mistakes being committed by salespeople * Coaching salespeople to avoid committing sales mistakes * Improving the quality of sales conversations * Increasing the quality of conversations within the team * Leveraging the use of CRM during sales coaching The author's company, the Coaching and Sales Institute, has worked with large sales forces and provided training for the launch of the debit card, and one of the fastest-growing divisions of the Royal Bank of Canada.

Leseprobe

Table of Contents

Cover

Series

Title

Copyright

Dedication

ACKNOWLEDGMENTS

INTRODUCTION

CHAPTER 1: Ensuring Your Sales Coaching Gets Results

How This Relates to Sales Coaching

What No Struggle Means

The OSF Cycle

Telling Them What to Do

Effective Sales Coaching Looks Like This

You Probably Do This More Poorly Than You Think

Why Is Listening So Important?

What’s the Lubricant?

Then Comes . . . What Do You Say?

How You Do That

CHAPTER 2: Sales Mistake #1

Here’s the Problem

What to Watch and Listen for in Your Sales Coaching

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

What This Means to Your Sales Coaching

Decision-Maker Preparation

CHAPTER 3: Sales Mistake #2

Here’s the Problem

Another Issue

What to Watch and Listen for in Your Sales Coaching

Let’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

What This Means to Your Sales Coaching

Why-People-Buy Preparation

CHAPTER 4: Sales Mistake #3

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’ Needs

In Addition

Their Other Communications

What This Means to Your Sales Coaching

Client-Focused Preparation

CHAPTER 5: Sales Mistake #4

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

2. Discovering Their Product Knowledge

3. Clearly Defining Sales with Team Members

What This Means to Your Sales Coaching

Product Knowledge Preparation

CHAPTER 6: Sales Mistake #5

Here’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

Here’s the Problem

What to Watch and Listen for in Your Sales Coaching

Another Important Component

1. Demonstrating They Hear Client Feedback

2. Adapting to the Time Clients Have

3. Providing Clients with Choice

4. Being Specific with Clients

5. Managing Clients’ Time Expectations

Meeting Idea for You

What This Means to Your Sales Coaching

Time-Adaptive Preparation

CHAPTER 8: Sales Mistake #7

Here’s the Problem

What to Watch and Listen for in Your Sales Coaching

1. Really Listening

2. Providing Belief or Understanding

3. Providing Relevant Information

What This Means to Your Sales Coaching

Relevancy Preparation

CHAPTER 9: Sales Mistake #8

Here’s the Problem

What to Watch and Listen for in Your Sales Coaching

1. Noticing Buying Cues

An Added Piece

2. Engaging Prospects in Conversations

3. Motivating for Next Time

What This Means to Your Sales Coaching

Buying Cue Preparation

CHAPTER 10: Sales Mistake #9

Here’s the Problem

What to Watch and Listen for in Your Sales Coaching

The Toughest Part of Preventing This Sales Mistake

1. Helping Clients with Their Buying Decisions

2. Having Profitable Conversations

Try This on for Size

What This Means to Your Sales Coaching

Pitching and Closing Preparation

CHAPTER 11: Sales Mistake #10

What to Watch and Listen for in Your Sales Coaching

A Lesson from James

1. Treat Clients Like Friends

Two Ways to Discover If This Sales Mistake Exists

2. Customize All Follow-Up Communications

What This Means to Your Sales Coaching

Client-Friendly Preparation

CHAPTER 12: Making Your Sales Coaching Sustainable

Sales Coaching Question Guidelines

A Dose of Reality

Feedback is More Effective When. . .

Sales Success is Contagious

BONUS CHAPTER: Leveraging Your CRM during Sales Coaching

ABOUT THE AUTHOR

INDEX

End User License Agreement

Guide

Cover

Contents

Begin Reading

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Praise for Sell More with Sales Coaching

“If salespeople had to be certified to sell, this book would be part of the licensing process! Practical, specific, solid advice.”

—Dianna Booher

Author of Creating Personal Presence and Communicate with Confidence

“I love practical, how-to strategies! The real-life examples demonstrating both the good and not-so-good sales practices in this book simplifies the guidance process. This is a wonderful guide for sales coaches to get better results from their efforts.”

—Tom Hopkins

Author of How to Master the Art of Selling

“If you would love to increase your sales, read Peri’s Shawn’s newest book Sell More with Sales Coaching and learn from a master coach of coaches. Her book is both inspiring and informative.”

—Dr. John Demartini

Best-selling author of The Breakthrough Experience

“Sell More with Sales Coaching is an easy and practical way for sale managers and salespeople to increase sales by reducing 10 common sales mistakes on their way toward great sales results.”

—Dr. Tony Alessandra

Hall-of-Fame Keynote Speaker;

Author of The Platinum Rule for Sales Mastery

“In any field of endeavor, the ‘best’ in the world seek out top coaches to get even better. Peri Shawn understands what makes sales people better . . . and delivers that clearly and concisely.”

—Donald Cooper

MBA, CSP, HoF, Business Speaker and Coach

“The wisdom contained in Sell More with Sales Coaching will help your sales team ‘grow their wings’ so they can soar to success. Learn from Peri, one of the best sales coaches in the industry.”

—Joseph Sherren

CSP, HoF;

Author, iLead, Five Insights for Building Sustainable Organizations

“I’m very impressed with the practicality of Peri’s work! The application of her sales coaching ideas will make a huge difference to your sales. Take the ideas and run with them for the sake of your sales results.”

—Warren Evans

HoF, Futurist

“While there are numerous books on selling, Peri Shawn’s is by far the most useful blueprint for coaching your team to extraordinary sales growth. This is a must-read for sales managers.”

—Jeff Mowatt

Best-selling author of Influence with Ease

“Sell More with Sales Coaching provides great insight on how to coach while making your sales team feel valued, knowledgeable and an important part of the organization and its sales growth. Sell More with Sales Coaching is practical, easy to use, and relevant for today’s sales environment. Peri Shawn uses great analogies not only to make it an enjoyable read, but also to drive the sales coaching point home.”

—Suzanne F. Stevens

Chief Edge Optimizer, Ignite Excellence Inc. Group

“This book delivers a proven blueprint to foster a quiet confidence to shift activity to productivity. Your team will close more sales, more often for more money”.

—Tim Breithaupt

Author of Canadian best seller, Take This Job and Love It:

The Joys of Professional Selling

“Peri has taken her vast experience and made it immediately accessible. This is a very practical resource for sales managers.”

—Adrian Davis

Keynote Speaker, Consultant;

Author of Human-to-Human Selling

“Peri shares her extensive and highly effective sales coaching experience in a practical guidebook filled with real world examples and how-to steps. Apply the powerful approaches in this book to truly sell more with sales coaching!”

—Jim Clemmer

International Leadership Author, Speaker, Coach, and Retreat Facilitator

“Attention Sales Managers – read this book! – Sales Coaching demystified and a step by step coaching plan revealed to help teams catapult sales and leave self-imposed sales barriers in the past.”

—Richard Peterson

North America’s Presentation Coach™;

Certified Sales Professional

“Sell More with Sales Coaching is not only written to help sales managers achieve ultimate success, it’s also the ‘go to’ guide for salespeople who want the inside scoop on peak performance. . . . . a memorable read!”

—Bob Gray

CSP, HoF Memory Expert;

Guinness Record Holder

“Remember when you got your first sales management position? You wished there was one book that not only navigates the typical mistakes managers make, but point out how to leverage learning principles. With Sell More with Sales Coaching, your wish has come true!”

—Tom Stoyan

Canada’s Sales Coach;

First Inductee in the Canadian Speaking Hall of Fame

SELL MORE WITH SALES COACHING

PRACTICAL SOLUTIONS FOR YOUR EVERYDAY SALES CHALLENGES

PERI SHAWN

Cover image and design: Wiley

Copyright © 2013 by Peri Shawn. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with the respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor the author shall be liable for damages arising herefrom.

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Library of Congress Cataloging-in-Publication Data:

Shawn, Peri.

Sell More with Sales Coaching: Practical Solutions for Your Everyday Sales Challenges / Peri Shawn.

pages cm.

Includes index.

ISBN: 978-1-118-78593-5 (cloth); ISBN: 978-1-118-78601-7 (ebk); ISBN: 978-1-118-78598-0 (ebk)

1. Selling. 2. Employees—Coaching of. I. Title.

HF5438.25.S4747 2013

658.85—dc23

2013027675