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Put Mein Coach
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Put Mein Coach






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    Put Mein Coach Put Mein Coach Presentation Transcript

    • “ Put Me In Coach” Selling, Sales and Being Sold
    • Pitfalls of Sales Management
      • Shepherd vs. sheep herder
    • Pitfalls of Management
      • Shepherd vs. sheep herder
    • Pitfalls of Management
      • Shepherd vs. sheep herder
      • Ignoring sales power
      • Counting the beans
      • Managing
        • Instead of leading
    • Coaching vs. Managing The key to sustained growth
    • Why Should I Coach?
      • Accelerate change
      • Constantly improve
      • Lead people to love their job
      • Transferable from work to personal life
    • An Outside View
      • Blind Spots
      • Help overcoming obstacles
      • Fresh perspective
    • Why Don’t People Coach?
      • No time
        • Player Coach
      • Avoiding confrontation
      • Afraid of damaging relationship
      • They aren’t coached
      • Don’t know how
      • No incentive
    • Essential Coaching Elements
      • Set the example
      • Earned Trust
      • Respect
      • Communicate
      • Experience
      • Positive feedback
    • Training Doesn’t Train
      • It only opens the door
      • Training is found in daily experience
      • From preaching to practicing
    • Feedback
      • The word creates fear
      • Giving or receiving
      • Criticism, attack, reprimand
    • Prepare the Recipient Proactive conversation
    • Change the Dynamic Evaluation and development
    • The Boss Coaching by telling
    • The Coach Coaching by asking
    • They Talk First! The power of self assessment
    • A Few Key Points
      • Don’t overwhelm
      • Multiple sessions
      • One-on-one
        • Speaking freely
    • The Art of Coaching Selling yourself to a salesperson
    • The Art of Coaching
      • Rapport
      • Purpose
      • Their perceptions and needs
        • (They talk first)
      • Reinforce
      • Your perceptions
      • Solutions
      • Actions
    • Ready to Coach What now?
    • People Love to Buy They hate to be sold
    • Why Do Customers Buy?
      • They like their salesperson
        • The emotion factor
      • They understand what they’re buying
      • The price seems fair
        • Not necessarily the lowest
      • This purchase will enhance their life
      • Pain vs. Pleasure
    • Why Do Your Customers Buy?
      • Have you asked them?
        • Throw a party
    • A Bad Reputation
      • Manipulation
      • Aggressive assault
        • The Closer
      • The Know-it-all
    • Making the Effort
      • Ever Learning
      • Constant improvement
        • 1% at a time
      • Daily pattern
      • The power of taking the risk
      • Failure to fail
    • “ What a Great Rejection!” Celebrate the inevitable
    • Sales Slump
      • Change is essential
        • Back to basics
      • Ask your best customers
      • Take a walk in a beautiful place
      • Talk with your mentor
        • Find a mentor!
      • Avoid negative people (don’t be one)
    • Manage Your Time
      • We don’t need a course in time management
      • We need a course in procrastination
    • Branding It’s not who you know It’s who knows you!
    • No One Will Read Your Brochure
      • Why did you produce one?
        • That’s what you do!
        • I need to get my message out
        • People are interested in me
        • To explain my products and services
      • What will they read?
        • Information critical to their happiness
        • About their needs, wants and desires
    • Ask Smart Questions and They Will Think You Are Smart Ask dumb questions…
    • Dumb Questions
      • Are you satisfied with your current system?
      • What do you want to pay for…?
      • Will you be making the final decision?
      • What would it take to get your business?
    • Smart Questions
      • What is most important to you when you think of home entertainment?
      • If you could change one thing about your system, what would it be?
      • How do you choose the companies you do business with?
    • How Much is It? Doesn’t matter I’m priceless!
    • Sales is a Game You get paid to play!
    • “ Put Me In Coach” I’m ready to play!