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MINDSET TRAITSTop Sales Coaches have in Common
Gaining buy in for sales coaching from sales people can be an obstacle
Sometimes due to how sales coaching is approached
Often sales managers engage in “telling” as
opposed to collaborative sales
coaching
The salesperson is most likely to listen and change their behaviors…
…if they feel they have been part of the process, not just told what to do
To create collaborative sales coaching environment, utilize a mindset based on the 3 A’s when coaching
The 3 A’s
Ask before Advocating1
2 Actively Listen
Assume Best Intentions3
Ask before Advocating1
Ask questions first to promote self-discoveryby the salesperson
A salesperson is much more likely to change a
behavior if they discover the gap themselves
Good Sales Coaching Questions Include:
What would you do differently?
What went well?
What could have been better?
What else did the customer say?
What questions do you have?
Actively Listen2
Listening is a great way to help build a
collaborative relationship
Most successful sales coaches excel at “active listening”
• Asking questions
• Paraphrasing
• Summarizing
• Emphasizing
Great listeners do this by:
Assume Best Intentions3
Sales coaching should neverbe viewed as
punishment for poor performance
Great sales coaches assume that their salespeople want to improve their skills
This helps create a positive environment where the salesperson is motivated to change
Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.
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