The document discusses various aspects of coaching in a sales context including why coaching is important, common pitfalls that prevent effective coaching, essential elements of coaching, and how the coaching process should be approached. It emphasizes coaching through asking questions rather than telling, allowing the recipient to self-assess first before providing feedback, and focusing on rapport, purpose, and addressing perceptions and needs.

1. “ Put Me In Coach” Selling, Sales and Being Sold

2. Pitfalls of Sales Management Shepherd vs. sheep herder

3. Pitfalls of Management Shepherd vs. sheep herder

4. Pitfalls of Management Shepherd vs. sheep herder Ignoring sales power Counting the beans Managing Instead of leading

5. Coaching vs. Managing The key to sustained growth

6. Why Should I Coach? Accelerate change Constantly improve Lead people to love their job Transferable from work to personal life

7. An Outside View Blind Spots Help overcoming obstacles Fresh perspective

8. 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

9. Essential Coaching Elements Set the example Earned Trust Respect Communicate Experience Positive feedback

10. Training Doesn’t Train It only opens the door Training is found in daily experience From preaching to practicing

11. Feedback The word creates fear Giving or receiving Criticism, attack, reprimand

12. Prepare the Recipient Proactive conversation

13. Change the Dynamic Evaluation and development

14. The Boss Coaching by telling

15. The Coach Coaching by asking

16. They Talk First! The power of self assessment

17. A Few Key Points Don’t overwhelm Multiple sessions One-on-one Speaking freely

18. The Art of Coaching Selling yourself to a salesperson

19. The Art of Coaching Rapport Purpose Their perceptions and needs (They talk first) Reinforce Your perceptions Solutions Actions

20. Ready to Coach What now?

21. People Love to Buy They hate to be sold

22. 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

23. Why Do Your Customers Buy? Have you asked them? Throw a party

24. A Bad Reputation Manipulation Aggressive assault The Closer The Know-it-all

25. Making the Effort Ever Learning Constant improvement 1% at a time Daily pattern The power of taking the risk Failure to fail

26. “ What a Great Rejection!” Celebrate the inevitable

27. 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)

28. Manage Your Time We don’t need a course in time management We need a course in procrastination X

29. Branding It’s not who you know It’s who knows you!

30. 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

31. Ask Smart Questions and They Will Think You Are Smart Ask dumb questions…

32. 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?

33. 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?

34. How Much is It? Doesn’t matter I’m priceless!

35. Sales is a Game You get paid to play!

36. “ Put Me In Coach” I’m ready to play!