Sales Coaching – Making Better Presentations

Part of the sales coaching I do is helping people make better presentations.

I know I prefer making a sales call 1 on 1, as a dialogue, I guess I can dialogue with a group too.

But there are times when you just have to stand up in front of a group of people and present.

How good are you at that ?

What responses do you get ?

If you need to improve the following tips from Geoffrey James could be of use. 

How to Improve Your Sales Presentation

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Sales Coaching – Buying Facilitation

As someone who has been in sales or sales coaching for almost 30 years I have a pretty good ear for people who know what they are talking (writing) about in relation to selling.

There are certain sales trainers and writers that I pay more attention to.

One of those writers in Sharon Drew Morgen.

I first ran across Sharon’s work when I read her first book “Sales on the Line”
I had a habit of phoning people for appointments and ending up getting a trial order (people in my industry often needed to test our products before using them).
Believe it or not, I had a sales manager or two who thought this was poor form on my part ?
I bought Sharon’s book to more or less vindicate my getting orders on the phone.
I found she recommended some of the things I was already doing and added a few new insights.
Since I knew some of the things she recommended already worked, I tried the others and they worked too.

So, Sharon has credibility with me.

More recently Sharon has pushed the concept of Buying Facilitation.
She belives this is the answer to doing business in todays changing environment.

Maybe you should have a read about buying facilitation ?

The Results of Using Buying Facilitation, is an impressive article. 

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Sales Coaching, Are You Improving

People come to me for sales coaching becasue they want to see better sales results.

In other words they want to improve something.

It’s a saying in business that if you are not moving forward you are moving backward becasue you cannot just stay where you are. I think the same applies to selling. It’s one of those games where you just have to keep honing your skills, just like golf or tennis. If you are happy with your sales just as they are you still need to keep working at your skills or the opposition will pass you by and you’ll see your sales diminish.

So, my sales coach question to you is how have you improved your skills this week ?

What have you done to become more persuasive, better educated about your offering or more organised ?

The following post states it well.

You Innovating You!

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Sales Coaching and The Price Question

In sales coaching a question that invariably comes up is how do I handle it when someone asks about price early in the sales meeting.

I remind people that selling is not a step by step process and although there are sales rules that may have been promoted to them (about in what order to do things) that when you are dealing with another person these rules may need to be broken to optimize the experience of your prospect.

As salespeople we are often told to keep price out of a sales meeting until after you have built the value of your offering. Yes, it’s a good thing to do. But what do you do if the prospect does raise the price issue ? To not answer could show disrespect and break rapport.

The article below advises,

How to Take the Sting Out of the Price Question.

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Sales Coaching – Why Do Sales People Fail

When sales coaching I look at what could be in the way of the outstanding sales success of my coachee.

Why are they not seeing better sales results ?

Often I ponder why sales people fail at selling, I am not the only sales coach or sales trainer to do this.

Obviously, since Jonathan Farrington wrote about it in his blog post below.

Why Sales People Fail

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Sales Coaching Myths Exposed

There are a lot of misconceptions about sales coaching in the market, even among sales coaches themselves.

In my business I actually do some mentoring as well as coaching because I realise there is a difference and that each has a specific task to perform in raising the visible results of a sales person..

Back to the myths, here are some that someone else has exposed

3 Myths of Sales Coaching

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Sales Coach – How are Your Customers Changing

As a sales coach I spend a bit of time asking my coachees about their customers.
What do they know about them ?
How do they like to buy?
How are they changing.

People in this day are wanting things to happen in an instant.
Fast order processing, faster deliveries and immediate complaint response.
But are they placing there orders faster or sitting on the fence ?

There is a new booked called “Wired and Dangerous” worth a read.
A well know sales educator has written about it in the post below.

Deciding for the Customer by Sharon Drew Morgen

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Sales Coaching – Do You Tell Yourself Lies

As a sales coach I run across people who hinder their results by lies they tell to themselves.

Like the spouse of an alcoholic who lies to themselves that their partner will get better.

Part of my coaching is getting them to recognise the truth.

Some sales people tell themselves that this or that does not work.

Some sales people tell themselves that they could nver do that, e.g. talk in front of an audience

I’ll catch up on that next week.

Cold calling does not work. etc etc.

The following article by Geoffrey James puts forward his top ten lies that sales people tell themselves.

You may like to test yourself againast them to see where you may need some help.

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Sales Coaching – Has Social Selling Changes the Buying Process

As a sales coach I would be naive if I did not believe that the landscape of the selling environment has been changed by the internet and social media. This could have an impact on my sales coaching.

Specifically, what exactly has changed ?

Social media has certainly made it easier for a prospect to research a product / service and it’s definitely easier than ever for sales people to find and connect with key decision makers, however, what does that have to do with the prospects “buying process”?

To read more click on the link below

Has Social Selling Changes the Buying Process

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Sales Coaching – Reframing

I consider framing and reframing an integral part of selling and include it in my sales coaching.

In fact I think Sales Framing and Sales Reframing are at the heart of influence, persuasion and selling.

Let’s look at Sales Reframing first ( illogical as that may be ).

We reframe when we shift how we think about something and use a different reference structure. Then we put a piece of experience or information into a different classification or category. We look at it from a different perspective.

I’ll give you an example of this.

I recall one night burning the midnight oil with two colleagues, each of us working on separate projects. One of my colleagues piped up with a problem they had.

Colleague: ” I’m not really looking forward to contacting the overseas supplier again……

You can read the rest of the article at Sales Reframing

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