Are you a Smart Salesperson ?

Noticed this post from Daniel Wood.

He is talking about the traits of Smart sales people.

Good sales coaching here.

Some salesmen just have the ability to close more than the rest; it is like they had a magic touch.

Whilst others are working hard from 7-20 scrapping along with 1 sale a week, these salesmen make 3 sales a day and only work 9-5.

To read the full post, click here.

What to do in Tough Times

Good sales coaching by Drew Stevens about what to do in tough times.

Many times when we get into a rut we only need to do a review to get back in the groove. Professional athletes heed this advice to regain their swagger, and sales professionals can do so as well.

To read the full post, click here.

Resolutions for the Sales Professional

If you are in sales you should know the name Zig Ziglar.

Zig is a legend.

The post below is from Zig's site, written by a colleague of his Bryan Flanagan.

This is good sales coaching.

It doesn’t have to be a new year for you to implement these sales resolutions.

I, as a professional salesperson, resolve to:....

To read the full post, click here. 

Staying Motivated in Sales

This post from Jeremy J. Ulmer via Changing Minds is worth a read, interesting sales coaching / advice.

Top 10 Ways To Stay Motivated In Sales

To read the full post, click here.

Sales Coaching Essential in Today's Market ?

Just read this interesting post about sales coaching from Jonathan Farrington, well worth a read.

In to-day’s highly competitive selling environment, there is less room for apprenticeship, as organisations need to see a swift return on their investment.

To read the full post, click here.

ByPassing Resistance ?

I wrote this post in response to a question from one of my readers.

Not quite sales coaching but food for thought.

To read the full post about how to bypass resistance, click on the link.

Business Ethics Truly Increase Sales

Some more good sales coaching advice is to build the relationship.

People Buy From People They Know and Trust

To read the full post, click here.

Sales Coaching and Selling with Integrity

One of the best pieces of sales coaching advice I can give you is to keep it real.

Don't manipulate to get the sale.

Concentrate on improving the life or business of your prospect. (or both)

Tricky persuasion techniques don’t really work. 

Tune the world out and your prospect in. 

Put them at ease and make them feel important. 

(Say to yourself, “At this moment this is the most important person in the world to me!”) 

Click the following like to read more about integrity selling.

Sales Coaching and Negotiation

I wrote this post in response to a reader who was after some sales coaching on negotiating.

...the major problem with most negotiations is that the parties develop far too few options.

To read the full post, click here.

Sales Coaching, Who Needs It.

Found this post that extolls the virtues of sales coaching yet states that those that receive it usually are the sales people that don't need it.

We’ve done a lot of research recently about sales coaching.  Our research, and that of many others, would suggest that effective coaching is one of the most effective investments a sales organization can make.

To read the full post, click here.

Selling to Big Companies - sales coaching

An interesting question about selling to big companies posed by one of my readers.

Click on this link to read the full post about selling to big companies.

Sales Coaching and Love

This post suggests that thinking better about your prospect will influence your sales success.

A sales coaching exercise demonstrates the effect of thinking with more love.

You need to change the way your sales reps approach their customers from "closing the deal" to "love". Your customers respond to YOUR thoughts and emotions so make sure they are positive.

To read the full post, click here.

Sales Coaching and the Mindset of Great Sales People

What do you think is the mindset of great sales people ?

Is it possible for sales coaching to influence a person's mindset ?

There are five critical mindset that differentiate the simply stellar sales team from the merely competent.

To read the full post, click here.

Sales Coaching and Communication Skills

No sales coach would argue that good communication skills are needed if you want to make sales.

The following link takes you to an article about communication skill training.

Will They Buy from Me

It's an age old question, isn't it ?

How do you know if they'll buy or not ?

As sales people we waste a lot of time chasing pipe dreams, it would be better not to.

Some interesting sales coaching in the following brief article.

Will they buy ?

Sales Coaching - Asking Questions

Everyone knows, especially a sales coach, that selling is about asking questions.

But it's not always as easy as it sounds and some questions are better than others.

"A sound business development strategy is critical for companies who want to compete in today’s increasingly competitive global economy. But many of the old-school paradigms of selling no longer apply." from the author of Secrets of Question Based Selling

Click on the next kink to read an intro to "The Secrets of Question Based Selling"

Sales Coaching and SPIN Selling

Even though sales coaching is about more than just sales techniques, SPIN Selling is a model worth knowing about.

...survey showed that in successful sales calls it's the buyer who does most of the talking, which means that the salespeople are asking questions.

Read a summary of SPIN Selling.

Sales Coaching and Professional Selling

Sales coaches work with a number of things including your attitude and your beliefs but they also work with your selling skills.

What are the top 10 professional selling skills of the star sales performers?

What are the top 10 professional selling skills ?

Are Your Emails Getting Deleted By Your Prospects and Customers?

This post by Keith Rosen is important sales coaching informations.

Emails are part of your follow up system and perhaps even part of your initial contact system.

It's important to get them opened.

Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and....

To read the full post, click here.

How To Sell Successfully In An Economic Downturn

Some useful sales coaching tips in this post by Melville Jackson

When an economy faces a downturn, sales slump drastically due to a decline in consumer spending. Some companies are able to weather the challenging times and even grow their businesses. What is it that they do differently?

To read the full post, click here.

Very interesting statistic for sales people

Persistence has always been a key part of selling.

The finding mentioned in the study below prove it.

If you find it hard to stick to it and you're not getting support from your busy sales manager maybe it's time to consider getting some sales coaching.

Understand that 80% of all sales are make between the fifth and twelfth contacts.

To read the full post, click here.

Sales Psychology - 5 Handy Tips

As the saying goes, "It's not what you do, but how you do it"

These 5 tips are useful sales coaching.

Sales is all about influencing and persuading....This game of causing another person to change his/her mind requires a keen understanding of sales psychology.

To read the full post, click here.

The Voice of Customer Service

We underestimate how important it is HOW we say what we say.

Valuable sales coaching on voice and inflection.

Your voice is essentially the most multifaceted customer service software in your toolkit.

To read the full post, click here.

Sales Coaching: The Right Balance of Efficiency and Effectiveness

Is it more effective for a sales coach to be monitoring your efficiency or your effectiveness.

The problem with measuring only efficiency indicators is that what is measured is what gets done. 

To read the full article, click here.

Sales Coaching and SMART Goals

Ken Eiken discusses the importance of goals to sales coaching and the right way to set them.

I doubt I'm going out on a limb when I state that goal setting is not the sales leader's favorite activity....

I would argue that strong goals set at the beginning of the year are valuable tools...

To read the full post, click here.

Managers Have No Time to Coach

It is generally accepted that sales coaching is beneficial for sales people.

Yet sales managers have little time for this valuable activity.

This post from Dave Brock explains why sales managers should coach and how.

Of course if they don't have time you may have to consider hiring a sales coach yourself.

According to the survey of several hundred sales managers, we found sales managers "coached" their sales people only one time per quarter or even less.

To read the full article, click here.