HOW WOULD YOU BENEFIT FROM HAVING A COACH ?

Good question ! I get asked that question almost everyday by a sales professional. So, let's explore it a little bit.

Let's start by saying that sales and selling expertise is a never ending wealth of knowledge that no one person has all of the answers for or to ( even though some individuals and coaches perceive they have all of the answers ). Salespeople grow and mature as individuals, the selling context changes for multiple reasons and technology is a major factor, the willingness to change and do something different than what you do now, plus many other factors to take into consideration. The least of which is real life experience at selling.

I always suggest that any professional salesperson set down and do a candid and forthright discussion with themselves about their strengths and shortcomings (not always easy to do ). Start with the basic skills of the sales profession and give yourself a score in each area. Like prospecting, networking, relationship building, discovery questions, pre-call preparation, follow-up, campaign development, presentations, trial closes, etc. and score yourself in each area like A thru F or 1 thru 5. Once you have done that then try to find someone else who knows you well enough to give their score ( always revealing ). Then look for resources to improve your expertise and skills by starting with the areas in which you didn't score so very well. One of those resources could be a sales coach ( there are a lot of us out there and each has something to offer you ).

How do I provide benefit for my clients ? A - Together we determine what areas of their expertise / skills needs the most attention. B - I make sure that I have a thorough understanding of their marketplace, product or service ( or both ). C - I have them build realistic hypothetical situations for us to utilize as the basis for improvement - then they sell to me and I sell to them. D - We build together different ways of approaching situations that they have encountered and / or struggle with. E. We do post-mortems ( after the actual call or circumstances - discussions). F. I test their basic fears which may inhibit their growth or unwillingness to change. G - In some cases I have even went on the call as a rookie observer. H - I help them develop questions and trial closes which sound very professional to them and they are likely to to utilize in future situations. And many, many more benefits.


So the question is: Do you really want to improve your selling / closing skills ? If you do, then you have to challenge yourself to grow and improve by learning, analyzing, and grasping what you might do differently. It works if you give it a chance. My greatest satisfaction comes from watching my clients grow their income, their self-satisfaction, and their self-confidence