4Developmental SalesCoaching—The Skills
The six critical skills needed for selling—presence, relating, questioning, listening, positioning, and checking—are the same communication skills needed for coaching.
If one of the critical skills had to be singled out as the core skill of Developmental Sales Coaching, it would be questioning. Coaching by questioning takes patience and skill, and the ability to phrase questions in a way that helps salespeople think through the issues and answer openly.
Not all questions are equal. By knowing how to pose questions that encourage an open dialogue, you can help salespeople analyze the situation, remove obstacles, find solutions, and learn to self-assess.
The Developmental Sales Coaching process often requires ...
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