Overview
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From when to coach, how to coach, and even whom to coach, this course helps you harness the power of sales coaching to drive differentiation, engagement, and ultimately revenue.
Syllabus
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Introduction
- A foundation of successful sales
- Introduction to sales coaching
- How coaching drives sales
- What makes a good coach?
- What sales coaching is and what it's not
- Three types of coaching calls
- Why coaching might require losing a sale
- Multi-generational sales coaching
- Who to coach and who not to coach
- Planning in advance
- 10 minutes before a call
- 10 seconds before a call
- During a difficult call
- Debriefing after a loss
- Debriefing after a big win
- How to position yourself with the customer
- What to do when the customer ignores your rep
- How to handle abusive customers
- How to improve prospecting
- Create killer presentations and proposals
- How to deal with stalled sales processes
- What to do when your rep always wants price concessions
- Why you can't motivate people
