This sales training coaching will help you build your business coaching practice easier than ever before. Many coaches try to build their business coaching practice too fast and, consequently, turn prospective clients away. They ask good questions at the wrong times. The key to this sales training coaching is to make a reasonable request, at a reasonable time. For example: If you have been dating someone for a while, it may be appropriate to ask the person you’re dating to marry you. Most would agree that is isn’t appropriate to ask them to marry you on the first date. That is a reasonable question, but not at a reasonable time.

Sales Training Coaching: When Building Your Business Coaching Practice, the Purpose of Generating a Lead, is to Generate a Lead

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Most coaches building their business coaching practice ask everyone if they would like a free session. That is fine after you have added value to the person or discovered their needs. But if you haven’t done that, they will probably resist talking with you further. Why? Because you’re communicating that you’re trying to sell them something and naturally they resist it. The sales training coaching that will help you is to offer them value first. How do you do that? One way is to offer a free report in exchange for their contact information. A free report will have valuable information that’s useful to your target market, and in exchange you gain their contact information, which is useful to you. The purpose of generating a lead; is to generate a lead. You aren’t trying to schedule the free session yet because they haven’t received value from your free report yet.

Sales Training Coaching: When Building Your Business Coaching Practice, the Purpose of Setting a Free Session, is to Set a Free Session

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Because you’ve given value, in the form of a free report, to the prospect, they are more likely to help you build your business coaching practice. The sales training coaching here tip here is that the purpose of setting a free session, is to set a free session. Set the session; then share the benefits of the session. You might say, “I will show you how to generate more sales with no cold calling”. That statement has nothing to do with them becoming your business coaching client. That is only value they will get from the free session itself. When you make reasonable requests at reasonable times, you will get more interest in your coaching.

Kris Thompson

JTS Advisors Strategy Coach

Technorati Tags: Business Coaching, Sales Training Coaching

Business Coaching, Sales Training Coaching Business Coaching, Sales Training Coaching

One of the most common needs in business coaching is how to improve sales. And many people would rather go to the dentist than to initiate a sales conversation. But sales training coaching can actually be more fun than most people realize. And when business coaching can transform clients into sales gurus, everyone benefits. Here are five sales training coaching steps that will change the way you look at sales.

Five Sales Training Coaching Steps for Improving Business Coaching Sales

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Sales Training Coaching Step #1: Build rapport and trust. This step sounds easy, but you might be surprised how few of my new business coaching clients actually begin with this step. They get so nervous and eager; they forget that their client needs time to warm up to the idea of engaging in a sales conversation. Imagine that most clients start out talking to you with their arms crossed. They are resisting being sold anything. Until their arms relax, you do not have permission to proceed.

Sales Training Coaching Step #2: Identify your customer’s needs. Ok, you have a product or service but is it a fit for your client? This is not only a weakness for many business coaching clients, but also a weakness for many beginning coaches. Have a list of ready made questions if you need help getting started, but once you open the floodgates most people are quite happy to tell you their problems and what they need. And here’s the key. If you can explain your customers’ problems in a more clear and concise manner than they can, they will automatically look to you for the solution.

Sales Training Coaching Step #3: Share the benefits of what you have to offer. If you have done this process correctly, you have done 75% of the work. You have a customer who is ready to listen to you and, in business coaching, we call this the “sweet spot.” A term I learned from one of my mentors, Eric Lofholm. See http://saleschampion.com/Sales-Training-Blog/.

Sales Training Coaching Step #4: Ask for the order and wait for a response. Most business coaching clients dread this part more than anything else until they understand the psychology behind it. Whoever talks first, looses their spot as the leader of the conversation. It may take 30 or more seconds before your customer thinks about your request, and has time to respond. The silence is uncomfortable for both of you, so it’s O.K. to wait it out and be patient.

Sales Training Coaching Step #5: The finish line. At this point, you’re ready for anything they come up with; which will be either a yes, a no, or an objection. I train my business coaching clients to get excited about the objections because this is where their skills can really make a difference. Most people get discouraged at objections, when most of the time the customer just needs more information. Even a “no” is great, because at least you know where you stand and you have successfully completed the process.

Colette Seymann

JTS Advisors Designated Accountability Coach

Technorati Tags: Business Coaching, Sales Training Coaching

Business Coaching, Sales Training Coaching Business Coaching, Sales Training Coaching

In sales training coaching and business coaching the most important skill in growing your business is overcoming call reluctance. Almost all my clients know the feeling of knowing they need to make calls to grow their practice but NOT making them. Here are 3 tips to gain mastery over call reluctance when building your sales training coaching or business coaching practice.

When Calling to Build Your Business Coaching or Sales Training Coaching Practice Remember The Calls Are NOT About You

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When you are about to make calls to grown sales training coaching or business coaching practice it is about the value you can offer the other person. Only call people you can add value to. Before you call ask yourself “can I add value to this person?” if the answer is “yes” then you should not view yourself as bugging that person. Imagine to yourself before you make the call someone looking through the yellow pages or searching on the internet, asking their friends if they know a sales training coach or business coach….then your call comes to their rescue.

Get Clear on Your Payoff You Get For Not Making The Calls Required to Grow Your Business Coaching or Sales Training Coaching Practice

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If you still feel like you are bugging people. Get associated to the payoff you get by holding onto the story that calling people to build your business coaching practice is “bugging” people.

Then you have to let go of that payoff…Often times the payoff is that if you don’t make the calls you have the perfect ALIBI about why you didn’t achieve success in your sales training coaching practice.

Again, don’t make it about you, it is about the prospect and your job is to empower them to make a decision about how whether life would be better with your sales training coaching or business coaching helping them achieve their dreams.

Change Begins in Language. To Get Yourself to Make Calls to Build Your Sales Training Coaching or Business Coaching Practice You Must Change What You Tell Yourself

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If you’ve had a hard time with overcoming call reluctance for a long period of time you may need to change what you tell yourself. Change BEGINS with what you tell yourself.

You can change what you tell yourself from “I hate the phone” or “I never make my calls” to “I LOVE the phone”, “the PHONE is the fastest, easiest way to GROW my sales training coaching or business coaching practice” or “my next PHONE call will MAKE me $1,000″

When you make calls to grow your business coaching practice you are going to hear “no” and sometimes it won’t feel good to hear “NO”. Remember, we said the calls are not about you so don’t take it personally when someone says “no” to a free session to receive your sales training coaching. You are not trying to convince anybody of anything…all you are doing is sorting for the people who are ALREADY interested in business coaching or sales training coaching.

Kris Thompson

JTS Advisors Strategy Coach

Technorati Tags: Business Coaching, Sales Training Coaching

Business Coaching, Sales Training Coaching Business Coaching, Sales Training Coaching

In sales training coaching, one of the biggest obstacles many people face is getting on the phone. Sometimes even thinking about calling warm leads will get the same response. Some common fears are “No one ever buys from me”, “What if the prospect yells at me or hangs up”, “I don’t know what to say”…any of these striking home? What is your biggest fear?

That knot in your stomach, the pounding in your chest, the tightness in your neck and pain in your head…is normal. It’s just your body communicating with you. And if you listen, you will know what to do. These signs are like the “red” traffic light. STOP!!! Stop? Aren’t I supposed to just move forward? Only if you want to get sideswiped by a semi. These warning signs are telling you that you are about to make a call that is all about you. And you may think you need to, so you can get your point across or make that sale. But if you can step back and ask yourself a few questions, to get into a new state, you can get those feelings to dissipate…and with time even disappear.

Sales training coaching tip #1 – When you feel nervous or anxious, stop and ask yourself the following questions:

Do I need this client/ customer?

Do I want to help this person?

Am I ready to offer value to this person?

When you are not trying to get something out of someone, and can be there for them and their needs…your body will relax. Hopefully you can relax enough to get the “green” light. If you have the “yellow” light, then proceed with caution. If the light switches back to “red”…STOP. And re-focus.

Sales training coaching tip #2 – Have a script of what you are going to say. Make sure you refer back to tip #1. A lot of people tell me they don’t like scripts, they say they aren’t “natural”. What about movies? Good movies. The scripts are just so rehearsed that they come up naturally. The key is practice.

Sales training coaching tip #3 – Pattern interrupt. This means doing something so silly that you forget that you are nervous. Put on a crown if you want to be the King or Queen or Cold Calls, or do a silly dance. My favorite example is a video you can watch for coaches ending call reluctance.

So the next time your feel that “call reluctance feeling”, thank your body for doing a good job! With enough practice you may even look forward to calls.

Colette Seymann

JTS Advisors Accountability Coach

Technorati Tags: Coaches Training, Coaching Training, Sales Training Coaching

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Sales training coaching can help people double their income, even during tough times. Simply put, here are some of the questions that we can help answer:

WHY: As coaches we are used to helping people set powerful goals. But what if we get people to change their goal into a problem to solve? The brain is designed to answer questions, and solve problems. Also make sure your client has a powerful WHY, and is very clear on it. They need something to drive them to their goal. Something big and meaningful enough to help them over obstacles and through any challenges that will come up along the way.

WHAT: Help your clients develop a strategy and skill set that is clear. Salespeople that get into sales training coaching have a salesperson mindset.  They know and use certain strategies like cold-calling, asking for referrals, networking, etc.  If they want to increase their business, they can’t just rest on those basic strategies.  They need to expand their strategic horizons and use marketing strategies, because in order for them to reach goals they have never achieved before, they will need to create strategies they have never used before and master skills they have never mastered before. Sometimes it can be as easy as helping people develop time management skills. These include:

• Setting goals and tracking results
• Focusing on priorities
• Organizing – which is both psychological and mechanical

WHERE and WHEN: Have a plan. Write it down. This also needs to be crystal clear. Help your clients find which activities can be eliminated. Get rid of anything that’s wasting time or money and not producing results. Help them find and reduce things that are being overdone. This will open up resources to increase time, expense, and frequency where needed in order to get into momentum as a result of sales training coaching.

HOW: Success Rituals: Support your clients in developing rituals to stay on track, and getting into the frame of mind to be able to move ahead into new territory. Set up systems of accountability. We all have beliefs…some that get us the results we want and others that don’t. Help your clients become aware of limiting beliefs. Help them change their focus, self-talk, and visualize success.

These are just a few of the ways we can help people get results through sales training coaching. People are definitely going to be looking for results in 2009, so use these coaching techniques liberally.

Colette Seymann

Accountability Coach, JTS Advisors

Technorati Tags: Coaches Training, Coaching Jobs, Coaching Training, Sales Training Coaching

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