Several replies from Sales managers on Coaching for Success came in explaining why they can not be an effective coach even though they believed in the concept. The most widely reason was lack of time and resources. Over the last 10 years many managers do not have secretaries or administrative assistants anymore. The managers have more pressure on them to have their salespeople produce with less training and support. Many managers have quotas of their own. It’s very confrontational and their salespeople are not honest.
Forget the past and go forward. It’s never too late to change. Most people have no idea of their earning power. Most people stop learning after they graduate from college or High School. Many salespeople stop learning after they have been with a company 6 months. They think they know it all. Business is changing daily.
The business of selling is mostly a numbers game. The more calls you make, the more leads you have, the more leads you have, the more presentations you have, the more presentations you have, the more closings you will have. It sounds simple but in practice it’s a tough job. Fraught with rejection and tedious calls.
1. Do you know your product or service inside and out? Take the time to learn about your company, products, services and solutions. Spending 1 to 2 hours a week to learn about your products and services pays dividends for life. Never stop learning. A good coach will hold you accountable for this task.
2. Do you know your potential customer and their needs and pain? Did you use the web to research your potential customer? A good coach will hold you accountable for this also.
3. Prepare your presentation. Know what you are going to say to different levels of customers. Do you have a script for decision makers, administrative assistants, CEO’s, CFO’s, COO’s, and other levels that you may encounter? A good coach will role play with you until you become an expert.
4. Do you have good telephone skills? A good coach will work with you and make sure you are a skilled expert on the phone. Use techniques like standing up using headsets. Look into a mirror. Be animated. This puts excitement into your voice.
5. Can you handle objections? Do you have a list of the most frequently asked objections and do you have the answers? A good coach will work with you until you can handle any objection smoothly.
6. Don’t get distracted. Stay with your plan. Do you have a plan? Most people are getting ready unless something else comes up. A good coach will review your plan every week and help you change it to fit the results that you want. Time management is essential to getting the most out of every day. A good coach will monitor this with you.
7. Read some good books. Keep on top of the learning curve and stay current. Find out what your clients are reading. Reading stimulates your mind and will help open up new and fresh ideas.
8. Use your existing customers to learn why they bought your services or products. Most customers would be happy to share this information with you and feel honored that you are interested in their comments. How did it solve their problems? What would they change? Would they do it again? Did they save money, time, and did they make additional income?
Coaching can be one on one, two on one, or a group with similar needs with one coach. Coaching calls should be geared specifically toward your business. Coaching will give you the guidance to make your business better. Your coach should directly address your individual needs and give you solutions to produce results. You and your coach should monitor your numbers every week to keep you focused. Always track your numbers.
Get yourself a coach today and start monitoring your goals and desires. Remember without accountability, you will fail to recognize poor performance. Good luck and make lots of money.
