Coaching The Sale

Overview

Selling in the 21st century is a whole new game. Every day you face educated and skeptical buyers who are tired of traditional sales techniques and tricks. A whole new approach is needed, and everyone is seeing the benefits of coaching.

Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach ...

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Overview

Selling in the 21st century is a whole new game. Every day you face educated and skeptical buyers who are tired of traditional sales techniques and tricks. A whole new approach is needed, and everyone is seeing the benefits of coaching.

Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach where you create solutions with your prospects, resulting in greater buy-in and increased client loyalty.

Using the 3D Sales Solution, you will learn to:
—Discover the Issues
—Discuss Solutions
—Decide an Outcome

Coaching the Sale is an entirely new approach to sales, one designed to win over today's cynical customers. If you learn to work with your clients and bring them on your team, they will let you coach them to bigger sales and a long-term relationship.

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Product Details

  • ISBN-13: 9781402206351
  • Publisher: Sourcebooks
  • Publication date: 6/1/2006
  • Pages: 224
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.64 (d)

Meet the Author

Gary DeMoss is the author of Making the Client Connection and The Financial Professional's Guide to Persuading 1 or 1,000. He lives near Chicago.

Tim Ursiny, Ph.D., is a success coach for life and business, and is the author of The Confidence Plan and The Coward's Guide to Conflict. He lives near Chicago.

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Table of Contents

Introduction: The Critical Yard: Why Sales Professionals Need to Evolve
- Sales Failures Teach Us How to Be Successful
- What Are Top Sales Professionals Saying?
- Who Can Use This Book?
- What This Book Is and Is Not

SECTION I: THE CASE FOR COACHING

Chapter 1. The Crisis in Sales:How Titles Are Shifting, but Skills Are Not!
- Overview
- Tales From the Playing Field
- The Fine Line Between Sale and No Sale
- The True Purpose of Making a Sale
- Clients are Wise to Manipulative Techniques
- What People Are Putting On Their Business Cards
- From Success to Significance
- Why Transform in Your Sales Skills and Approach?
- Can You Be 1 Percent Better?
- The Heart and Soul of Coaching

Chapter 2. A Structured and Disciplined Approach to Sales: Uniting Consultative Selling and Coaching
- Overview
- Tales from the Playing Field
- What is Consultative Selling?
- What is a Coach?
- A Definition of Coaching in Sales
- Core Beliefs in a General Coaching Model
- The Impact of a Coaching Approach on Retention and Referrals
- The Case for a Structured and Disciplined Approach
- The Process Must be Simple
- A Simple Coaching Model Specific to the Sales Interaction

SECTION II: A COACHING MODEL FOR SALES

Chapter 3. The Coaching Model Phase 1:Discover
- Overview
- Tales from the Playing Field
- Principles
- TBOP
- Coaching Tool: TEAM
- Segueing to the Next Phase of the 3D Model: Discuss

Chapter 4. The Coaching Model Phase 2: Discuss
- Overview
- Tales from the Playing Field
- Principles
- Making Smooth Connections
- The Formula for Making the Three-Point Play
- Having a True Discussion
- Work Through Blocks of Achieving Goals
- A Coaching Tool: Storyboarding

Chapter 5. The Coaching Model Phase 3: Decide
- Overview
- Tales from the Playing Field
- Principles
- Accountability is Important
- Coaching vs. Traditional Sales
- The Model for Deciding
- Coaching Tool: APPA

SECTION III: TRANSFORMING TO THE NEXT LEVEL
Chapter 6. Confidence: The Fuel for Tomorrow's Success
-Overview
- Tales from the Playing Field
- Principles
- Building Your Confidence
- Why Someone Coaching the Sale Must Be Unusually Confident
- Five Paths to Confidence

Chapter 7. Next Steps: Becoming a Coach
- Overview
- Tales from the Playing Field
- Principles
- Discover Your Goals as a Sales Professional
- Discuss or Explore Your Options
- Decide Which Approach is Best for You
- Your Next Thirty Days

Appendix: Summary Outline of the 3D Coaching Conversation

About the Authors

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