Sell More with Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

ISBN-13: 9781118785935 / Angielski / Twarda / 2013 / 208 str.

Peri Shawn

Opis

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.

Spis treści

Acknowledgments xi

Introduction 1

CHAPTER 1 Ensuring Your Sales Coaching Gets Results 3

CHAPTER 2 Sales Mistake #1: Not Being Clear Who s Buying 17

CHAPTER 3 Sales Mistake #2: Forgetting Why People Buy 33

CHAPTER 4 Sales Mistake #3: Being Self–Focused 47

CHAPTER 5 Sales Mistake #4: Telling Mistruths 63

CHAPTER 6 Sales Mistake #5: Being Ill–Prepared 79

CHAPTER 7 Sales Mistake #6: Taking Too Much of the Client s Time 93

CHAPTER 8 Sales Mistake #7: Sharing What s Not Relevant 107

CHAPTER 9 Sales Mistake #8: Missing Prospects Buying Cues 119

CHAPTER 10 Sales Mistake #9: Acting like a Traditional Salesperson 131

CHAPTER 11 Sales Mistake #10: Treating Clients as Enemies 145

CHAPTER 12 Making Your Sales Coaching Sustainable 159

BONUS CHAPTER Leveraging Your CRM during Sales Coaching 169

About the Author 191

Index 193

O autorze

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).

Blurb

Praise for Sell More with Sales Coaching

"Sales coaching is essential to high–performing sales teams. This book is a must–read for sales leaders!"
Marshall Goldsmith, million–selling author of the New York Timesbestsellers Mojo and What Got You Here Won′t Get You There

"A must–read for any sales manager who wants to improve sales performance while helping salespeople become lifelong learners."
Gerhard Gschwandtner, founder and publisher of Selling Power

"I wish my first sales manager had read this book. If he had used it, it would have helped me sell better and sell more. If you manage those who sell or have the initiative to coach yourself this book is for you. I recommend it."
Mark Sanborn, author of The Fred Factor and You Don′t Need a Title to Be a Leader

"If you want a high–performing sales team, read this book. It′s filled with practical strategies you can easily implement to transform your average reps into top sellers."
Jill Konrath, author of SNAP Sellingand Selling to Big Companies

"Bottom line: your team′s sales will improve significantly. If you are responsible for improving sales in your organization, put down whatever you′re reading and pick up Sell More with Sales Coaching NOW!"
Joe Calloway, author of Be the Best at What Matters Most

"This book will open your eyes to the potential pitfalls in your sales strategy and point you in the right direction for improved success. We all need to recalibrate our processes from time to time, and this book is packed with proven strategy and solid advice."
Dr. Nido Qubein, President, High Point University; Chairman, Great Harvest Bread Co.

"If salespeople had to be certified to sell, this book would be part of the licensing process! Practical, specific, and 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 simplify 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