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The Complete Idiot's Guide to Coaching for Excellence by Jane Creswell

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Chapter 10
Coaching as a Tool for Sales
In This Chapter
• Key coaching skills for sales conversations
• How to adjust your mind-set to the customer’s agenda, not yours
• A coach approach to dealing with objections
• Coaching for different types of sales scenarios
 
Coaching is a great way to approach a sales conversation. In fact, a coaching conversation and a sales conversation are very similar. Let’s compare.
During a coaching session the coach listens to the PBC (person being coached), focuses the conversation, discusses options for action, and then has the PBC commit to that action. During a sales conversation the sales rep listens to the customer, focuses the conversation on how his or her products and/or services will be of value to the customer, ...

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