When most people think of training or coaches, they think about a simple webinar or seminar that is attended online or in person. While these options can be useful, one-on-one sales coaching can sometimes be more beneficial, depending on your particular needs. It doesn’t matter how good your salespeople are or how smart. If you’re not getting the results you want, there is a problem. However, this problem is easily rectified if people are willing to learn a little more and apply that knowledge each day.
The Strategy
With one-on-one sales coaching, there are six primary steps. The first includes opening the sale, which means gaining the attention and interest of the customer, creating trust, building rapport and being a trusted advisor.
The next step is to determine opportunity. You have to figure out the best questions to ask, listen and care about the person on the other end of the line and find out how to get relevant facts. Then, you must figure out what the problem is for the customer and suggest a solution (usually with one of your services or products). This opens the door to upselling and cross-selling, as well.
One-on-one sales coaching also offers you tips on how to close the sale, as well as how to hold your customers accountable. You’ll also learn valuable information about motivating yourself and the importance of taking ownership of the case.
You can find out how to set goals instead of deadlines, which may help you achieve more success than you realize. Likewise, you’ll have a positive attitude, as well as the self-confidence needed to handle being a salesperson.
Who Benefits?
Primarily, anyone can take these training courses, but managers and others may find it best to choose a coach that deals primarily with their jobs. Likewise, individual salespeople and those struggling can benefit greatly from these sessions.
