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Real Live Coaching Call - Coaching Salespeople

Written by: Dave Kurlan

Article Overview: Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.

Real Live Coaching Call - Coaching Salespeople

Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.

Chris Mott was my guest and he coached a live caller for about 30 minutes. Listen to the show for a better sense of what every coaching conversation should sound like. The following email was received from the live caller the day after the scheduled sales call:

"I did as you and Chris suggested...In the end, he suggested his PL department start quoting [us] more broadly to see how we perform, that he would reach out to one of the VPs to coordinate a meeting where I would introduce [our] products to

his producers, and also that I profile a book of his business. It didn't

come easy, but it did come, at 'his suggestion'...Thanks so much for the

coaching."

I've written several articles on coaching salespeople and one includes an actual email thread. You can read them below:

5 Steps to Coaching Your Salespeople Beyond Happy Ears

When Coaching Salespeople Isn't Coaching

Coaching - 1st of the 10 Kurlan Sales Management Competencies

Sales Coaching - The Big Differeniator

How to Coach a Salesperson (contains real email thread)

Hierarchy of Sales Coaching - How to Change Behavior

Sales Coaching - Between the Lines

Click here to listen to the show. Click here to contact Chris.

If you listened to the show, what did you learn that will help you?

Related Articles
  Real Live Coaching Call - Coaching a Salesperson
  Sales Coaching - The Big Differentiator
  A Missing Link to Sales Improvement?
  1st of the Top 10 Kurlan Sales Management Functions
  Do You Need Your Salespeople to Love and Respect You?

Article Tags: 30 minutes, 5 steps, better sense, blockquote, br, coaching training, ears, effective sales, email, html target, management coaching, management competencies, management functions, mott, producers, sales coaching, sales management, salespeople, suggestion, vps



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Re: need pricing help please - here's my opinion that was derived from the person I heard it from (Russell Brunson) I view internet Marketing products as a Ladder. At the bottom of the Ladder is ebooks and at the top is One on One Coaching. so the ladder would look like this starting from the Top ($$$) to Bottom($) One-to-One Coaching ($$$$$$) Workshops ($$$$$) Teleseminars ($$$$) Video($$$) Audio ($$) ebooks ($) I agree with this methodology mainly because of the convenience factor and value from the customers point of view.
How Quick is That - Just to let you know that as I'm not as sharp as I might be in the ftp sort of world, I had a problem today with uploading a new site. Hostgator 'Live Chat' fixed this for me in two minutes flat and didn't make me feel I was an idiot at all (at least anymore than I felt myself). As I'm in the UK and ringing early am for me here, I thought that 'Live Chat' might have been EST, so off for me, but no, they were there! BTW I'd spelt my nameservers slightly wrong - duh! Now that's what I call service. Regards.
Re: need pricing help please - [quote="jvprosperity":t4htv1h6]here's my opinion that was derived from the person I heard it from (Russell Brunson) I view internet Marketing products as a Ladder. At the bottom of the Ladder is ebooks and at the top is One on One Coaching. so the ladder would look like this starting from the Top ($$$) to Bottom($) One-to-One Coaching ($$$$$$) Workshops ($$$$$) Teleseminars ($$$$) Video($$$) Audio ($$) ebooks ($) I agree with this methodology mainly because of the convenience factor and value from the customers point of view.[/quote:t4htv1h6] I also agree with this methodology, but sometimes some ebooks sell more in 2 digits. My 26 pages report sell for $9.77
Re: Business Women Peer Mentoring Spotlight - That is a great idea, David. This is what I had in mind for the Women's section, but it makes sense to post in on the main site. Of course, I'm waiting for some women to step up to the plate and share how they could use some support on taking the next step with their business! If you are a Business Woman reading this, I invite you to consider that this is not displaying weakness in any form. Peer mentoring and Coaching is incredibly valuable. You get to bounce your ideas off others, hear perspectives from outside your own box, and feel the power of others cheering you on. To me, it's wisdom to use all of our available resources to move towards business success. That's why I have my own Coach and my own Mentor Coaching Group. I also offer that to my clients. These are services one usually has to pay for and you could enjoy some of it free right here! So who wants to start? Can you tell I'm excited about the possibilities for you even before you begin? Warmly, Tami
Re: Business Women Peer Mentoring Spotlight - Hi Everyone, Gosh, I REALLY appreciate your concrete feedback. This was far more than I expected and I'm glad you said what you thought straight out. Each of you have shared something of value and I want to take some more time to think and really go over what each of you have said. However, I can see there are some things I need to change right away. What an interesting point about a NEW program perhaps making people think they are guinea pigs! This is NOT what I want to convey! It's funny how we can see some things so clearly in others while not always seeing it for ourselves! I must admit there are a few things I've been meaning to change (like my bio which is very outdated). Obviously, these things need to be higher on my priority list. You caught me like the plumber who puts his clients first and doesn't get around to fixing his own tap! As far as my target market, I do feel quite strongly about working with Women Leaders and doing Leadership Coaching with them. It's non-negotiable in my books. In my Executive Coaching training, the terms "Leaders" and "Executives" are interchangable. To me, an Executive is a Leader and so is the Business Woman or Entrepreneur who is CEO of her own business. I love working with decision makers! What I did learn is that I need to avoid opening up the Leadership term beyond what I described above. I'm also wondering if there is a misunderstanding with the general public as to what Leadership Coaching really is. Leadership Coaching is all about developing your leadership skills, both as a people manager and in more effectively running and growing the business. There is ALWAYS room for growth in some way. As well, sometimes, we just need a sounding board to clarify what our next BEST step is. In fact, if a woman thinks she has nothing to work on, then we aren't a good Client/Coach fit anyway. How can she grow if she doesn't see the value of expressing ALL of the great ability within her? How can her company grow if she doesn't see the value of strategic planning for the next best level? Thanks again to you all! I will go back to my website and really question whether I am conveying the right message. I got more than I bargained for in this Spotlight... you generously offered way more than I was asking. I think we could be on to something great for the Forum. Now it's time to let someone else have the spotlight. It would be great if everyone took a turn! In gratitude, Tami


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