3. Every salesperson has different strengths
and weaknesses.
!
Mark Roberge says that in general there are
five categorical problems that keep people
from succeeding at sales…
4. …as a coach, you can actively combat these
common problems to help your reps succeed.
!
take a look.
6. Don’t let the prospect’s opinion of your reps
undermine a sale.
!
Fear of being disliked can completely sway
the way they approach a deal.
!
Sometimes they need to ask tough questions.
The customer is your customer, not your pal.
7. Remind reps that communicating value is the
reason for their sales conversations.
!
While being liked can help, it cannot replace
asking the tough questions that will
determine if the product is right for them.
COACHING
STRATEGY
9. A prospect cancels an appointment.
Does that rejection make your reps
lose focus?
They’ve got to Recover quickly…
10. Let your reps know that There are two
options: Either reschedule the appointment
or axe the prospect and move on to
better leads.
!
Even a quick loss is a productive
step forward.
COACHING
STRATEGY
13. It’s a common belief that it’s
impolite to talking about money.
!
But if your reps are not comfortable
talking about money, they’re going to
have trouble selling a product.
“WHEN IT COMES TIME TO QUALIFY
THE PROSPECT FOR BUDGET, YOU
NEED TO KNOW,” ROBERGE SAYS.
14. teach your reps that communicating value
trumps all else.
!
If they can explain how much your product
will help a prospect and get them excited
about using it, price will not be an issue.
COACHING
STRATEGY
16. When you’re the customer, do
you shop around, compare
prices, and take your time to
make important decisions?
17. If so, you may empathize with your
prospects who want to do the same.
!
It makes sense why deals drift away from
some of your reps and take so long to close.
18. teach your reps not to be pushy, but to help
the buyer identify they’re best solution.
!
catering to the wants of your prospects will
close more deals in the long run.
COACHING
STRATEGY
20. These are things you believe that will
get in the way of your success –
!
Negative thinking can lead you
to talk yourself out of a deal that
you could easily have won.
21. tough love isn’t always the answer.
!
give your reps support to help them believe
that they can be successful.
COACHING
STRATEGY
22. Now that you are conscious of the
common problems, you can work to
break the mold and support your reps
to build a sales team that avoids them.
!
Good luck!
23. makes it easier to generate
accurate and targeted lists
of leads from the internet.
SIgn up here.
