Description

Book Synopsis
Sales coaching tools and strategies to help you sell more

Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions.

As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by:

  • Assessing team members'' sales capacities
  • Determining what type of coaching is needed on an individual basis
  • Identifying sales mistakes being committed by salespeople
  • Coaching salespeople to avoid committing sales mistakes
  • Improving the quality of sales conversations
  • Increasing the quality of c

    Table of Contents

    Acknowledgments xi

    Introduction 1

    CHAPTER 1 Ensuring Your Sales Coaching Gets Results 3

    CHAPTER 2 Sales Mistake #1: Not Being Clear Who’s Buying 17

    CHAPTER 3 Sales Mistake #2: Forgetting Why People Buy 33

    CHAPTER 4 Sales Mistake #3: Being Self-Focused 47

    CHAPTER 5 Sales Mistake #4: Telling Mistruths 63

    CHAPTER 6 Sales Mistake #5: Being Ill-Prepared 79

    CHAPTER 7 Sales Mistake #6: Taking Too Much of the Client’s Time 93

    CHAPTER 8 Sales Mistake #7: Sharing What’s Not Relevant 107

    CHAPTER 9 Sales Mistake #8: Missing Prospects’ Buying Cues 119

    CHAPTER 10 Sales Mistake #9: Acting like a Traditional Salesperson 131

    CHAPTER 11 Sales Mistake #10: Treating Clients as Enemies 145

    CHAPTER 12 Making Your Sales Coaching Sustainable 159

    BONUS CHAPTER Leveraging Your CRM during Sales Coaching 169

    About the Author 191

    Index 193

Sell More With Sales Coaching

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    A Hardback by Peri Shawn

      Trusted by thousands of customers. See 2,385+ Customer Reviews

      View other formats and editions of Sell More With Sales Coaching by Peri Shawn

      Publisher: John Wiley & Sons Inc
      Publication Date: Publication Date: 19/11/2013
      ISBN13: 9781118785935, 978-1118785935
      ISBN10: 1118785932

      Description

      Book Synopsis
      Sales coaching tools and strategies to help you sell more

      Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions.

      As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by:

      • Assessing team members'' sales capacities
      • Determining what type of coaching is needed on an individual basis
      • Identifying sales mistakes being committed by salespeople
      • Coaching salespeople to avoid committing sales mistakes
      • Improving the quality of sales conversations
      • Increasing the quality of c

        Table of Contents

        Acknowledgments xi

        Introduction 1

        CHAPTER 1 Ensuring Your Sales Coaching Gets Results 3

        CHAPTER 2 Sales Mistake #1: Not Being Clear Who’s Buying 17

        CHAPTER 3 Sales Mistake #2: Forgetting Why People Buy 33

        CHAPTER 4 Sales Mistake #3: Being Self-Focused 47

        CHAPTER 5 Sales Mistake #4: Telling Mistruths 63

        CHAPTER 6 Sales Mistake #5: Being Ill-Prepared 79

        CHAPTER 7 Sales Mistake #6: Taking Too Much of the Client’s Time 93

        CHAPTER 8 Sales Mistake #7: Sharing What’s Not Relevant 107

        CHAPTER 9 Sales Mistake #8: Missing Prospects’ Buying Cues 119

        CHAPTER 10 Sales Mistake #9: Acting like a Traditional Salesperson 131

        CHAPTER 11 Sales Mistake #10: Treating Clients as Enemies 145

        CHAPTER 12 Making Your Sales Coaching Sustainable 159

        BONUS CHAPTER Leveraging Your CRM during Sales Coaching 169

        About the Author 191

        Index 193

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