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Sales Coaching Tips

Written by: Michael Heah

Article Overview: If you have not been achieving your sales target, what could be the reason(s)? What can you do to avoid a "Shape Up" or "Ship Out" ultimatum?

Sales Coaching Tips

One of my coaching clients shared his dilemma :"I may be removed from my sales job because I have not been performing up to my company's expectations. My biggest problem is in sales conversion. I get to meet many people but they do not buy from me. It is also strange to me that after 25 years in sales I am in such a situation when I should be a top sales person today. My younger colleagues are doing better than me. What can you do to help me?"

And this is what I have to share with him : "I guess you must be in your late forties or early fifties. You could be in the same sort of situation like my other clients who operate with a briefcase full of brochures, and still using the old sales tricks to tackle a very different market audience.

You need to make a paradigm shift fast. It may not save you the job but will augur well for your future. The shift to take is from selling the product first to selling yourself first. It is also about changing your focus on mastery of all sales techniques to mastery of yourself and people.

When you have this shift, you will think of ways to be a close friend to the prospect, and help them make good decisions that serve their needs (instead of yours).

And because of this, you will devote a lot of time and effort to build your character, personality, charisma and confidence that make people trust you and want to do business with you.

Ask yourself these questions:

• What is your current attitude to selling?
• Are you enjoying what you are doing?
• What are your selling skills like?
• What about your skills in winning trust from people?
• When prospects do not buy, has it got to do more with your products or you? Do you represent the product that you are selling, in terms of your belief and behaviors?
• If you were the customer to yourself, would you buy from yourself? Why or why not?
• What are 3 things you can change in your current self to make yourself more trusting in the eyes of your prospective clients? "

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Article Tags: coach, coaching, sales coaching tips, sales target, selling skills, trust



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