In sales, someone is going to win and someone is going to lose.
The only two things in question are: "WHO" and "WHY".
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Once again, I find myself with remote control in hand waiting for the college basketball spectacular to begin. I have to believe that back in the fall every collegiate player wanted almost more than life itself, to see his or her school listed in the tournament field. Well, as in sales, someone is going to win and someone is going to lose. The only two things in question are: "WHO" and "WHY".
Let's assume that basketball coaches all have the same raw material at their disposal: players, uniforms, shoes, a place to practice, other teams to play, a way to get there . . . Oh, and some help. But, some still win, and some still lose. What am I missing? Maybe it's the ability to take all of this raw material and convert it into a working, winning, SELLing team. This is my definition of coaching. The raw material is a little different in sales, but the job is the same. Let's take a look.
Today is the first day of putting together a championship sales team. The first step is going to be recruiting. I think most coaches would agree, it is better to recruit solutions than to fix problems.
As a sales professional, if you ask your manager why you are there, I think this answer could be near the top of the list, 'You are already on the winning team!"
As you prepare for your first game, what skills do you think you will need? You better know how to dribble, pass, and shoot. As a sales person, you need to know as much about your product or service as possible. It is also a really good idea to know about the competition. I will bet you, your coach, and our ball player's coaches all agree. Now that you know plenty about your product or service, let's go tell someone about it.
Good coaching means having a plan and knowing it: practice, drill, and rehearse. Always practice the way you want to play. There is an old saying - Perfect Practice Prevents Poor Performance. I believe this more and more everyday.
Once skills are mastered, continue to "tune-up". Try to find a new source for leads every week. There is much new technology at your finger tips. Give it a try. Do you get the same objections from many of your prospects? Find ways to better address those areas in your presentations. Also, create new ways of answering ÷ showing added value to your client or prospect. For me, the most important is to find and practice new and creative ways to close. These are just a few hints. There are many more! Get your team together with your coach, and practice new ways to sell.
Remember, you have two jobs. Not only scoring points, but helping coach yourself. Your coach is no different than the basketball player's coach. When the clock is at 00:1 and the sale is in your hands, your coach will be on the sideline. Your job is to put that ball away - close! That is why she or he recruited you. Please learn to be a coach.
Take some time to become a better player and coach. What in sales could be more important? Make sure that when the championship is decided you let perfect practice as both a player and a coach be the "WHY", setting you and your team up to be the "WHO"!
Once skills are mastered, continue to "tune-up". Try to find a new source for leads every week. There is much new technology at your finger tips. Give it a try. Do you get the same objections from many of your prospects? Find ways to better address those areas in your presentations. Also, create new ways of answering ÷ showing added value to your client or prospect. For me, the most important is to find and practice new and creative ways to close. These are just a few hints. There are many more! Get your team together with your coach, and practice new ways to sell.
Remember, you have two jobs. Not only scoring points, but helping coach yourself. Your coach is no different than the basketball player's coach. When the clock is at 00:1 and the sale is in your hands, your coach will be on the sideline. Your job is to put that ball away - close! That is why she or he recruited you. Please learn to be a coach.
Take some time to become a better player and coach. What in sales could be more important? Make sure that when the championship is decided you let perfect practice as both a player and a coach be the "WHY", setting you and your team up to be the "WHO"!
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