Put Mein Coach

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Put Mein Coach

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

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