Timothy Ursiny, Gary DeMoss, Jim Morel's Coaching the Sale: Discover the Power of Coaching to PDF

By Timothy Ursiny, Gary DeMoss, Jim Morel

ISBN-10: 1402206356

ISBN-13: 9781402206351

Promoting within the twenty first century is an entire new online game. each day you face trained and skeptical purchasers who're uninterested in conventional revenues suggestions and tips. a complete new technique is required, and everybody is seeing the advantages of coaching.

Coaching the Sale brings the facility of training to the revenues method. It includes a deferential strategy the place you create suggestions together with your clients, leading to larger buy-in and elevated purchaser loyalty.

Using the 3D revenues resolution, you'll examine to:
--Discover the Issues
--Discuss Solutions
--Decide an Outcome

Coaching the Sale is a wholly new method of revenues, one designed to win over modern cynical buyers. for those who learn how to paintings together with your consumers and produce them in your staff, they are going to allow you to trainer them to greater revenues and a long term courting.

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Additional resources for Coaching the Sale: Discover the Power of Coaching to Increase Sales and Build Great Sales Teams

Sample text

Once someone has experienced a high level of success for some period of time, she realizes that while fun, it just isn’t enough. She realizes that there is more to life, and starts developing strong desires to leave some sort of legacy behind. Many of those who see themselves as traditional sales professionals feel unfulfilled by their profession. ” might cross their minds more than once or twice. Even those that have been highly financially rewarded for their efforts start questioning the eventual emptiness that comes with success.

Whether you agree or disagree with his advice is irrelevant to this point. The point is that he could have easily sold me on a product that made him a commission; instead, he was willing to forgo that commission in order to do the right thing for me at that time. Was this a stupid decision on his part? I don’t think so. Because of his actions, I have stayed with him for over a decade, I have referred over fifty people to him, and I have purchased many financial products through him. He guided me well, and that bought my loyalty and made me a raving advocate for him.

It required the sales professional to work at understanding his or her client’s real needs before trying to make the pitch. Traditional selling techniques were primarily based on information and persuasion. You were taught how to build rapport, how to handle objections, and how to close the sale. Sales training often focused exclusively on how to get the customer to buy your product and rarely questioned whether your product was truly the best for the client. When consultative selling was introduced, sales professionals began focusing on how to: • discover needs • match product benefits to client needs • strive for a long-term relationship • develop powerful networks Many sales professionals see the consultative selling process as an approach that is more respectful to the customer.

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Coaching the Sale: Discover the Power of Coaching to Increase Sales and Build Great Sales Teams by Timothy Ursiny, Gary DeMoss, Jim Morel


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