Tweet

How Business Coaches Can Increase Sales By Being a Solution Provider not a Problem Identifier

Written by: Leanne Hoagland-Smith

Article Overview: Want to increase sales? Try this strategy and see your sales quickly multiply.

How Business Coaches Can Increase Sales By Being a Solution Provider not a Problem Identifier

Companies pay big bucks to have business coaches and consultants to identify their problems even though they already know what many of them are. Maybe this is the reason consultants have been given a bad rap because so many have focused on problems and not solutions.

If you want to increase sales as a business coach, sales coach or organizational consultant, stop telling your customers what they already know. This is why they have paid all those other vendors to do.

Now is the time for you to leverage their pain problem and provide them a sustainable solution. By taking this action you will truly become the Red Jacket in the Sea of Gray suits.

How you do is this, well that is a horse of a different color. Here is one strategy that might work for you.

Turn the problem into a goal. Pretty simple, isn't it. Sales Coaching Tip: Problems are just obstacles preventing goal achievement from happening. This is a hidden sales skill.

Here are some example of problems and what the goal statement could potentially look like:

Problem: Customer Retention

Goal Statement: Increase customer retention by 10%



Problem: Inconsistent sales

Goal Statement: Secure monthly sales with a maximum 5% fluctuation rate (adjusted seasonally if necessary)

Problem: Poor productivity of employees

Goal Statement: Reinvest 12 minutes daily per each employee toward a specific organizational or departmental objective

Problem: Unacceptable rejection rate of products

Goal Statement: Reduce rejection rate by 10% monthly until rejection rate is below 2%



Problem: Vendors complaining about payment of invoices

Goal Statement: Achieve invoice payment turnaround time of 7 days after receipt of products or services

Of course these goal statements are not written using the W.A.Y. S.M.A.R.T. criteria, however they should give you an idea of how to separate yourself from all the problem identifiers in the market place. One of the consistent challenges being faced by most businesses regardless of size is execution of solutions that are sustainable thus delivery a positive return on investment. By taking this one simple sales skill strategy to heart, you as a business coach, sales coach or organizational consultant should quickly achieve your goal to increase sales.

Related Articles
  Go for the best ecommerce Microsoft RMS cart provider
  Service Professionals Can Increase Sales By Swapping the Elephant Gun for the Fly Swatter
  How 2 Beliefs Increase Sales
  Why the Movement to License Business Coaches to Executive Coaches
  10 things to consider when looking at Cloud services.

Article Tags: bad rap, business coach, business coaches, coach sales, departmental objective, goal achievement, goal statement, goal statements, gray suits, horse of a different color, increase customer retention, organizational consultant, payment turnaround time, poor productivity, problem customer, red jacket, rejection rate, sales skill, sustainable solution, telling your customers



Related Forum Posts
New Small Business Topic - Hello everyone, I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section? Here's a list of what we currently have: Angel Investors Branding Bank Loans Business Coaching Business Plan Franchises (New) Insurance Legal Marketing Public Relations Sales Small Biz Loans Venture Capital
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
My entry - 1. The Best Business Books Ever: The 100 Most Influential Business Books You'll Never Have Time to Read - this is a fascinating book about the history of Business theory, and I'd recommend it to anybody. 2. The Big Book of Small Business: You Don't Have to Run Your Business by the Seat of Your Pants, by Tom Gegax. Ditto. 3. PADI: The Business of Diving Book Okay, so this book won't be of use to anyone who doesn't want to start a scuba store, but I did, and this book was of course invaluable to me in reaching that goal.
What? - Problem fixed. Never mind!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Severance and Separation Agreements

Why Small Businesses Don't Survive

Basic Operating Question (BOQ) for Empowerment

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.