PRECISE Leadership - Sales and Marketing Training

Guest post by: Brian Sullivan
Become an Author

Free PDF Download
Truth - Sales and Marketing Training - By Brian Sullivan

Example is not the main thing in influencing others. It is the only thing.

~Albert Schweitzer

The best sales presentations to customers are ones that are pre-planned. There are specific objectives, prepared questions, a tight presentation, specific answers to common objections and a repeatable way to get customer agreement. Average and below average sales leaders, however, don’t practice what they often preach. They too often get on the phone or sit with their internal customers (aka their employee) to have a discussion or coaching session, but don’t do the same planning they would expect of their own employee.

First, understand that your #1 job as a sales leader is to develop your people. Which means you need to set aside specific and consistent time to do nothing but coach. And your preparation for your coaching sessions is as important as your salesperson’s prep for a sale.

So this week, before every conversation with a team member, think through the following:

P reparation- What is the objective of your conversation? What do you wish that person to do as a result of your talk?
R espect and Trust- What will you do or say to bring the walls down so your associate opens up?
E ngage with questions-What specific questions will you ask to get the information you need to help them improve?
C onvey Solution- What specific advice do you have? How will it help them? Why should they do it? When should they do it?
I ndecision- What will you say if they have objections? Preparing your responses will insure you remain composed.
S ecure Agreement- What do want? What will you say to get them to agree with you, and then commit to act?
E xplore- What other opportunities exist to make them better?

By being PRECISE before your coaching sessions, you will be better prepared to get the most out of each employee. And that preparation will allow you to get even more out of your star performers as well improve your underperformers at a faster pace.

Improve Your Sales Training By Changing Fuel

Learning at the Frank Sinatra School of Leadership

Leadership Skills

The Case for Training and Development NOW!!

Executive Coaching Pumps you Up!

Are You Growing?

Does Your Sales Training Program Fail or Pass the Simple Rope Test?

Achieve Sales Leadership Mastery and Grow Sales Revenue

Successful Small Business Owners Know That Education and Training Are Investments Not Costs

Train Your Workers, Develop Your Leaders

Self-Starters Can Make Terrible Managers

How to Handle the Heat - Insurance Sales Training

Sales Training Materials that Work!

The Top 5 reasons that sales people quit.

Sales Training - short term or long term success?

Is Your Sales Training Missing These Ingredients?

5 reasons why sales coaching is a good idea

Leadership Challenges: Sales vs Substance

What is True Leadership?

Leadership Training: Give Your Organization Firepower

Home > Sales > Brian Sullivan > PRECISE Leadership Sales and Marketing Training > Google +

Free PDF Download
Truth - Sales and Marketing Training - By Brian Sullivan

About the Author: Brian Sullivan

RSS for Brian's articles - Visit Brian's website
Brian Sullivan, CSP, is a member of the National Speakers Association and an internationally known expert on sales and leadership. Brian is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to a companies looking to become famous in their industry. He has been quoted in magazines such as Selling Power and Business Week and is the author of the book, 20 Days to the Top- How the PRECISE Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less. Brian also hosts a talk radio show on ESPN Hot Talk 1510 called "Entrepreneurial Moments," a show dedicated to helping business people of all types. Brian lives in Kansas City with his wife Leanne, and children Jake, Shea, and Maggie.
Click here to visit Brian's website.

More from Brian Sullivan
Summer Lovin Happened So Fast Sales and Marketing Training
Voice and EMail Caffeine Your Electronic Tool to Originality
Enjoy the Holiday Season because Mayhem is Just Around the Corner
No PainNo ChangeDont Believe It Insurance Sales Training
Sales Candy How Too Much of a Good Thing Can Make You Sick

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

PRECISE Leadership - Sales and Marketing Training

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: