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" By using the Value Analysis Calibration as the foundation for
the client interview, I uncovered $200,000 in other 401 accounts that
I could include in the IRA rollover."
M.L. Financial Advisor
"Previous sales coaching have just asked questions, Ed offered some
ideas to beat the incumbent that actually worked! I have only been on
the agency side for a year and last quarter I exceeded $40,000 in agency
commissions."
Insurance Agency Producer
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Learning
Development and Coaching since 1987
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Get
more information - call us at 734 - 455 - 4151
"Tell me
and I forget. Teach me and I remember. Involve me and I learn."
--- Benjamin Franklin
Personality
Assessment Tools from Inscape Publishing (DiSC products) - Authorized
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Sales
Coaching
Individual,
one-on-one sales coaching to give you that competitive edge
Tiger
Woods has a coach - shouldn't you?
All selling is not alike -
we will customize topics to your selling environment. We have experience
coaching:
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Regional sales managers balancing: dealers, direct accounts and
regional offices of national accounts
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Account managers leading team selling to national accounts
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Health benefits producers
-
Zone / regional sales managers of building materials
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Commercial insurance producers
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Business development managers
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Account / commercial managers in the auto industry
-
Financial advisors
Here are some of the sales
skills and ideas that can be included:
- Understanding buying motives
- Determining what the prospect views as value
- Creating a marketing campaign
- Getting to and convincing
the decision maker
- Driving
a wedge between the prospect and the current supplier
- Establishing metrics to
track activities
- Applying funnel technology
in an Excel format to ensure achieving your year-end number
- Using advanced networking
techniques to turn cold calls into warm calls
- Effectively prospecting
- Crafting unique value propositions
for prospects or clients
- Discovering the "pain"
with consequence questions
- Neutralizing resistance
with refocusing techniques
- Discussing points of difference
when comparing to competitors
- Using exchange theory activities
to shut out competition
- Communicating effectively
with different personality styles
- Crafting proposals that
focus on value to the prospect or client
- Maximizing relationships
with appropriate and correct entertaining
All selling is not the same. During
sales coaching our focus
is pragmatic - what skills and techniques can be employed immediately to
start seeing improved sales results? We don't have the time or the patience
to discuss theory: we are looking to coach all different types of sales
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 techniques appropriate
for the selling environment. And all of our sales 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 to make 2008 your best year ever.
Take advantage of our experience in sales coaching by giving us a call today
at 734-455-4151.
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