Series 500
Sales Coaching
This is the MOST effective method of sales training!
It is very cost effective, and result oriented.
Sales people and sales managers appreciate the personal and industry attention paid during this training.
Below is a typical outline for a sales coaching plan:
Outline
Face
to Face Coaching Sessions
Preliminary
This
session is designed to evaluate the trainee’s willingness to learn, attitude
towards sales and customer service .
Session A
·
Introduction
·
Establishing communication channels, meeting dates, meeting locations.
·
Establishing reporting procedures.
·
Discussion of goals of the sales coaching sessions.
Session B
·
Review of customer contacts
to date.
·
Establishing
record, development, and management systems for:
o
Sales territory
o
Customer profiles
o
Customer needs
o
Customer businesses
o
Self management
§
Time
§
Organization
§
Positive personal outlook
§
Refusing to let rejections develop negative attitudes.
Session C
·
Review of session B in the “real world” situations.
·
Communication techniques
·
Sending information and listening using :
o Words
o
Voice
o Non-verbals
·
Appearance
·
Image
·
The application and importance of the above in customer contact
situations.
Session D
·
Review of session C in the “real world” situations.
·
Developing customer benefits
·
From supplier’s features to customer benefits
·
“What is in it for the customer?”
·
Considering reasons why some customers do want to buy from you
· Developing plans to overcome these objections.
Session E
·
Review
session D in the “real world” situations
·
Planning for “Life Long Learning”
·
Developing plans for future self-improvement
· Developing plans for future growth, personal and organizational
Session F
·
Review of session D in the “real world” situations.
·
Establishing long lasting relationships with customers.
·
Developing trust and
respect on a mutual basis
·
Overcoming set backs and difficulties
·
Developing difficulties into opportunities.
·
Final summary