Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges
- 3h 28m
- Peri Shawn
- John Wiley & Sons (US)
- 2013
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
About the Author
PERI SHAWN is an author, speaker, and leadership coach. Her company, the Coaching and Sales Institute, numbers among its clients firms such as RBC Insurance, Rogers Communications, Canadian Tire Financial Services, Merck, and Hallmark. Peri teaches and coaches corporate sales executives and their teams to sell more. As part of Peri's ongoing research, she has developed groundbreaking proprietary tools that demonstrate how trust affects performance, management, and the client experience. Peri has served as the national president and executive board member of the Canadian Association of Professional Speakers and the Association of Independent Consultants. She was also a member and past international council representative of the Global Speakers Federation (GSF).
In this Book
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Ensuring Your Sales Coaching Gets Results
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Sales Mistake #1: Not Being Clear Who's Buying
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Sales Mistake #2: Forgetting Why People Buy
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Sales Mistake #3: Being Self-Focused
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Sales Mistake #4: Telling Mistruths
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Sales Mistake #5: Being Ill-Prepared
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Sales Mistake #6: Taking Too Much of the Client's Time
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Sales Mistake #7: Sharing What's Not Relevant
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Sales Mistake #8: Missing Prospects' Buying Cues
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Sales Mistake #9: Acting Like a Traditional Salesperson
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Sales Mistake #10: Treating Clients as Enemies
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Making Your Sales Coaching Sustainable
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Bonus Chapter: Leveraging Your CRM During Sales Coaching
