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Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges by Peri Shawn

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INDEX

Alternative close technique

Asking meaningful questions

Awareness of declining interest

Best interests of people, holding in mind

Biases, sales and sales coaching

Bottom-line versions of sales conversations

Brainstorming:

noticing buying cues
respecting time factors

Buying criteria, identifying

Buying cues:

brainstorming
engaging prospects in conversations
importance of recognizing
missing
motivating for next time
noticing
preparation for recognizing
sales coaching questions for
watching and listening for

Celine Effect

Choice, providing to clients

Client-focus:

being self-focused
in communications
of CRM
customizing needs
demonstrating
importance of
preparation for
questions for
sales coaching questions for
traditional sales approach compared to
watching and listening for

Close, going for, compared to helping with buying decisions

Coaching:

allocation of time spent in
baking cake compared to
benefits of
CRM setup for
explaining why of
leveraging CRM during
making sustainable
mistakes in
people, not numbers
as right and privilege
watching and listening for

Commitments, including in coaching

Communication:

client-focus in
follow-up, customizing
of product knowledge
stiff and scripted compared to well-prepared

Consistency and trust

Conversations:

engaging prospects in
focusing on in coaching
having profitable

CRM:

buy-in
client-focused
company strategy with
ease-of-use
end-user adaptation
implementation
inter-department collaboration with
leveraging during coaching
preparation ...

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