What’s It To You?

What’s it to you? That’s the kind of response your coaching or consulting questions get when the person you’re talking to feels you’re being too interrogative. Or they may just have a “cob on”. Next time you get caught in this trap, remember to sugar coat your questions first so as to relax them and give them purpose. Here’s some new suggestions: “Just so I know” “To help me understand” “To make sure I’m clear.” “May I ask” “It would be helpful to know.” I’m sure you can add some…

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Do you Have a Switch or a Dial?

I have a switch, friends of mine have dials. Now this may not seem relevant but if I explain you’ll soon see how this can help you in your sales coaching. People with a switch – flick on and off various habits. They switch it on and won’t stop. For example, a salesperson presenting their product or service will just go on and on and over sell, sometimes persuading the customer to pull out of the deal. They just don’t know when to stop. But they eventually do. Those with…

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Why Sales Workplace Shadowing Should be Banned

Here’s a Sacred Cow that just won’t go away. A new salesperson joins the team, the Sales Manager needs to get a training on boarding plan in place so he sends them out to shadow a top performer. These are the reasons this is a bad idea: Its often treated as an easy option for the sales manager. She just needs a quick call or email and she has the new recruit off her hand for a few days. Top performers are too busy to give any attention They are…

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