COUNSELLING THE SALES PERSON

1 Counsel One To One
2 Refrain From Saying Unkind Or Negative Things
3 Exercise Patience With Others
4 Distinguish Between The Person And The Behaviours
5 Choose The Proactive Approach
6 Keep The Promises You Make To Others
7 Focus On That Which Is Under The Person’s direct control
8 Act With Caring For Others
9 Assume The Good Faith of Others
10 Seek First To Understand
11 Encourage Open, Honest Expression and Questions
12 Respond With Understanding
When you reflect back feeling
(a) You gain understanding and clarity of feelings and problems
(b) You gain new courage and growth in responsibility
(c) You build confidence and relationships
13 If offended, take the initiative
14 Admit Your Own mistakes and Apologise
15 Let Arguments Pass
16 Commit to Things You Have In Common
17 Be Influenced By The Other Person First
18 Accept The Person and The Situation
19 Prepare Your Mind and Heart Before You Speak
20 Talk Through Differences
21 Recognise and Take Time to Teach When
(a) People are not threatened
(b) You are not angry or frustrated
(c) When the other person needs help or support

22 Agree On The Limits, Rules, Expectations and Consequences
23 Don’t Give Up And Don’t Give In
24 Be There For The Sales Person At The Crossroads
25 Speak With Both Logic and Emotion
(a) Give Time
(b) Be Patient
(c) Seek To Understand
(d) Openly Express Your Feelings
26 Involve The Other Person In Planning The Solution
27 Help Other People See “The Law of the Harvest”
You Reap What You Sow –
The Principles of Agriculture are similar to the Principles of Sales
I. Prepare the Soil ………………. _____________________
II. Plant the Seed ………………… _____________________
III. Cultivate ……………………… _____________________
IV. Water …………………………. _____________________
V. Weed …………………………. _____________________
VI. Harvest ……………………….. _____________________
28 Teach Responsible Behaviour
29 Counsel in Private
30 Counsel in Confidence

AVOID MAKING 3 BIG MISTAKES

MISTAKE No 1 - Giving advice before understanding the situation

Solution: Empathy – seek first to understand

MISTAKE No 2 - Attempting to build relationships without changing attitude
or Conduct
Solution: Empathy – seek first to understand

MISTAKE NO 3 - By assuming that good example and relationships are enough
Solution: Talk about mission, roles, goals, guidelines and standards


COUNSELLING THE SALES PERSON - To learn more about this author, visit Colly Graham's Website.

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