Mental Strength for Sales Success

Guest post by: Michael Heah
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Business Coaching & Business Consulting – are they the same? - By Michael Heah

Suppose you have a client who has this to say, "I have put my sales people through all sorts of sales programs, including small group training where they are given close attention to seal their skill gap. Although there are some improvements in their sales performance, it is still not up to my expectations. If sales coaching is to be introduced to them, what new approaches are there so that there is no duplication?"

As the coach, I would recommend the client to consider "sales mental training". What is it? It is about training them to use their brains to rehearse their selling skills, similar to an athlete working out to improve his/her running speed. Practicing before the real event will make him/her more prepared to meet challenges ahead of them.

So, what needs to be done? Get the sales people mentally prepared through various sales simulations, like making a presentation, handling objections, listening to complaints, etc. Teach them to come up with mental answers to address any issue. Rehearse until they are confident and well prepared. It does not matter whether these answers will be used when they are faced with the actual situation, but the fact that they are prepared gives them an edge over those who are not similarly prepared.

Some powerful questions:

• What is one situation which is very important for you to be good at?

• What is the reason?

• What is actually happening right now?

• What are the vivid details of a typical situation?

• What is your mental approach to manage one?

• What would you say to the person?

• How does he respond?

• How satisfied are you if this is happening the way you are imagining it?

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Business Coaching & Business Consulting – are they the same? - By Michael Heah

About the Author: Michael Heah

RSS for Michael's articles - Visit Michael's website
Dr Michael Heah is the founder and CEO of Corporate Coach Academy and Corporate Coach in Malaysia. He is also an Adjunct Professor for University Utara, Malaysia. He is the first Malaysian to become an International Coach Federation (ICF) Credentialed Professional Certified Coach. He is also a Licensed Coach-Trainer from the International Coach Academy, another world renowned coaching institution. Academically, he is qualified with a Doctorate and Masters in Hospitality & Tourism and a Postgraduate Diploma in Organizational Psychology, from various universities in UK. He founded the ICF Malaysia Chapter to grow a coach community and the Malaysian Association of Certified Coaches (MACC). He is the author of a unique case-study coaching book, Dialogue with a Coach and a regular writer of a corporate coach column in a leading newspaper. He is also a mentor coach for a number of local universities in the field of coaching and tourism education. Michael is also well known outside Malaysia, notably Europe, North America, Canada and Australia. He has consulted for agencies/bodies eg Asia Pacific Economic Cooperation, European Union, PATA, World Tourism Council, Vietnam Tourism Ministry etc. Contact: +603 62054488
Click here to visit Michael's website.

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