Sales Coaching

            Questions. All sales people get them when they interact with a customer, but clients should not be the only ones doing the asking. Reps should use self-actualized questions to help them build up sales confidence. These types of questions have a success imperative built into them. They get to the core of a problem, and the answers should provide a means to success.

            For example, ask yourself, “What am I going to do to overcome a customer challenge?” The challenge can be specific or it can tie into the confidence to generally defend your product. Either way this type of question helps employees gain product knowledge, and it provides an answer ahead of time so you can smoothly answer the customer.

            Self-actualizing questions are a great start to becoming a high-performing sales person, and managers should help employees to make sure that they are asking themselves the right questions. With the right amount of confidence and knowledge, there is no reason your sales can’t progress.