As most coaches know, training reinforcement is the key to any salesperson’s success. It keeps learning sustainable, and it helps sales reps apply what they learned in the real world. There are a few sales techniques that managers can use when coaching:

      Salespeople know that the best way to reach potential customers is through their current ones. It is important to work well with your clients and to build up trust because essentially you want them to recommend your product or service to their friends and family. Prospecting by obtaining references from clients is a great way to conduct business, and the process has slowly begun moving to the..

     When it comes to making sales, you need more than luck. While it doesn’t hurt to have it, you need to have product knowledge and the ability to sell. Salespeople need to have great communication skills and be memorable. There are three techniques that a great salesperson uses to get in front of customers and make sales.

Recently, I had a salesperson come into my office to try to sell me a service. He came in, sat down and asked me two questions: what I do and how I thought the business was running. He then immediately launched into his sales speech. I sat back and listened as he made a classic selling mistake. I had no need for his product, but he was intent on selling to me. He had an “I have to sell”..

Lets not make assumptions of what people can do without confirming that they know what to do. In order to perform effectively employees need:

Recently, I went shopping to buy a new pair of jeans. Upon entering the first store, I noticed three workers standing off to the side talking and laughing…none of them acknowledged me as I walked in. I proceeded to pick out a few pairs and went over to the fitting room, where I waited, and waited, and waited for someone to unlock the door for me, and while I was waiting on the staff, two workers..

I am working with a group of reps now at a client site, and I try and inspire them everyday but to do so we need to be creative. Check out this audio of ideas:

Sales management is not always easy. We expect a lot out of salespeople because we want to succeed, and we always want to see better performance and increased profitability. Coaching is tough. Most of the time, sales managers delegate instructions and expect to see their employee’s automatically hit their goals and make their bottom line, but what we really need to be doing is coach. Business..

Nobody wants to sit through training sessions and listen to someone dragging out a lesson. They want the session to be short and engaging. While coaching should be continuous, the actual training sessions should be given in short bursts. Research shows that adults learn best independently and when the material comes in quick segments that do not take up much of their time. Not only should..