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Prepare to Coach Like You Prepare to Sell - Medical Sales Training

Guest post by: Brian Sullivan

Article Overview: To make the most out of each employee coaching session, think through your leadership “call” just as you would about calling on a major account.

Prepare to Coach Like You Prepare to Sell - Medical Sales Training

As a salesperson, your preparation before a call or presentation is essential to getting the order. You do your homework, think of your call objective, the materials you will use for support, how you will handle objections, and what needs to be done to get customer agreement. Unfortunately, average sales managers and leaders often fall short in their preparation to sell their ideas and vision to their own internal customers…their people.

To make the most out of each employee coaching session, think through your leadership “call” just as you would about calling on a major account. Avoid the, “let’s just meet for a cup of coffee and see how it goes” style of influence. Instead, think clearly by writing down what you want your internal “customer” to do as a result of your session.

• Think about supporting materials needed to illuminate your vision.
• Write out the questions you need to ask to get the most out of the time spent.
• Then write out the concerns and objections that might come up, as well as your responses, should you need them.

By doing so you will be as effective at closing your ideas as you expect your people to be at closing on your product. And remember, your job as a leader is to gain commitment. But it all starts with you being committed to the type of preparation that makes great leaders…great.

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Article Tags: insurance sales training, sales and marketing training



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