Download Coaching the Sale: Discover the Power of Coaching to by Timothy Ursiny, Gary DeMoss, Jim Morel PDF

By Timothy Ursiny, Gary DeMoss, Jim Morel

Promoting within the twenty first century is a complete new video game. each day you face trained and skeptical purchasers who're uninterested in conventional revenues concepts and tips. an entire new method is required, and everybody is seeing the advantages of coaching.

Coaching the Sale brings the facility of training to the revenues approach. It comprises a deferential method the place you create suggestions together with your clients, leading to larger buy-in and elevated customer loyalty.

Using the 3D revenues answer, you'll study to:
--Discover the Issues
--Discuss Solutions
--Decide an Outcome

Coaching the Sale is a completely new method of revenues, one designed to win over ultra-modern cynical buyers. when you learn how to paintings together with your consumers and produce them in your workforce, they'll allow you to trainer them to larger revenues and a long term courting.

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Extra info for Coaching the Sale: Discover the Power of Coaching to Increase Sales and Build Great Sales Teams

Sample text

In pure coaching, the coach does not have an agenda such as making a sale. In a sales situation, there is no way to completely avoid having an agenda. Heck, you have to make a living! However, instead of having an agenda of making the sale, advocate the agenda of skillfully guiding the prospect to make his or her best buying decision. We believe that sales and loyalty will naturally come when you take this approach. We also wanted to simplify the model. You don’t need to memorize twenty different steps with several different skills to implement a coaching sales model.

This is an up-front survey with no attempt to trick you with the results, so when answering the questions, focus on your actual behaviors more than what you know is the right way to do it. Also, think about the behaviors you do most often. For each statement, rank the answers. Put a 3 for the answer that best represents your opinion, a 2 for the next matching answer, and a 1 for the answer that least represents your opinion: For now, ignore the letters next to the space in which you put your rating.

Just ask Rich. We work with lots of professionals and we know that selfdiscovery can be a difficult concept for some traditional sales professionals to buy into. Common barriers are thoughts like: • I don’t have time for them to self-discover. • I lead the discovery, not them. • This is all just silly psychobabble. • Prospects just want to be educated. And yet, at the same time, they know that something is shifting and that selling to clients is more challenging now than ever. The mind is a difficult thing to change and can become very set in its thinking patterns.

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