Sales Skills Coaching

Individual, one-on-one sales coaching to give you that competitive edge

1. Use Sales Personal Behavioral Styles (DISC) to self-assess, read others, and adapt to their communication and motivational needs

2. Craft a sales campaign that includes: Sales Strategy, Prospecting with Educational Marketing, Social Networking, Measurements of Success

3. Use business acumen skills to focus on what is of value to the client

4. Use conversation and questioning skills to identify what is of value to them

5. Dollarize the value

6. Apply business relationship negotiating skills to satisfy everyone's needs

All selling is not alike - we customize topics to your selling environment and have experience sales coaching with:

• Regional Sales Managers who are balancing: dealers, direct accounts, and regional offices of national accounts
• Account Managers leading team selling on national accounts
• Health benefits producers
• Zone / Regional Sales Managers of commodity chemicals
• Commercial Insurance Producers
• Business Development Managers
• Account / Commercial Managers in the auto industry
• Financial Advisors

• Understand why people buy
• Modern influencing and persuading techniques
• Leverage social networking to augment event networking and turn cold calls into warm calls
• Communicate effectively with e-mail
• Determine what the prospect views as value
• Create an educational marketing campaign
• Get to and build a relationship with the decision maker
• Drive a wedge between the prospect and the current supplier
  
• Establish metrics to track activities
• Apply funnel technology in an Excel format to ensure achieving your year-end number
• Use stories to gain mind-share
• Craft unique value propositions for prospects or clients
• Discover the "pain" with consequence questions
• Neutralize resistance with refocusing techniques
• Discuss points of difference when comparing to competitors
• Negotiation skills: making the first offer, how to respond, how to make and get concessions
• How to end the negotiation and make them feel as if they won
• Craft proposals that focus on value to the prospect or client
• Maximize relationships with appropriate and correct entertaining

All selling is not the same. In a sales coaching engagement we don't dwell on theory but focus on what skills and behaviors can be employed immediately to start seeing improved sales results. We have a proven track record for different types of sales coaching opportunities - from large sourcing opportunities with OEM and Tier I automotive and specialty trucks to services such as P/C insurance producers, benefits and financial services - with selling skills and behaviors appropriate for the selling environment. And all of our sales coaching skills are designed to beat the incumbent and the competition and grow your customer base. During the sales coaching we will establish action plans that we expect you to execute and we review the plans at the beginning of each session. This is our approach to sales coaching: more than just training, we roll-up our sleeves and bring years of selling, managing, and training to offer strategies and tactics that will close more deals. Each sales coaching engagement is customized to leverage your strengths and we will hold you accountable for implementing coaching suggestions and recommendations. Kick it up a notch with a proven sales coaching support system to make 2012 your best year ever.

Call today for a free consultation on what sales coaching could do for you.

Take advantage of our experience in sales coaching by giving us a call today at 734-455-4151.