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SALES COACHING DIAMOND


Coaching is about moving the middle and, ultimately, im- proving sales rep performance and increasing confidence levels as reps develop even better selling skills.


RESPONSE #4: “I’M NOT SURE HOW TO COACH”


While some sales managers may have natural coaching instincts (i.e., a desire to teach and help others succeed), there is no reason to expect that a manager will know how to coach without coaching skills and a coaching process. Fortunately, there are a number of great sales-coaching programs that sales managers can take advantage of, including SRG’s High Impact Sales Coaching program. Becoming a great sales coach requires time and dedica- tion. It is, however, not only worthwhile in terms of business impact, but also in the satisfaction the sales coaches feel as they see their reps’ selling skills and confidence grow. If you’re looking for more insight on sales coaching, I encourage you to get this free guide on High Impact Sales Coaching. Download it now to access expert advice on essential sales-coaching skills. 


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Innovation distinguishes between a leader and a follower. STEVE JOBS


VIDEO: HOW TO CREATE A PREDICTIVE SALES MODEL – WITH DAVE KURLAN


SELLING TIP Selling Benefits


Although “How will I benefit?” may be one of the most impor- tant questions in a sales pro- ducer’s mind, it is also one of the most important questions in a customer’s mind. When deal- ing with customers, push aside the “What’s in it for me?” until the call is over and the sale is made. Your job is to present customers with “what’s in it” for them. As you sell the product, sell its benefits. The power of the sale comes from the prod- uct’s benefits, not only from the product itself. The more benefits the customer receives from your product, the more benefits you will reap from a sale.


– SELLING POWER EDITORS SELLING POWER AUGUST 2015 | 25 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


SOURCE: SRG SALES COACHING MATRIX


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