Technorati Tags: Business Coaching, Sales Training Coaching

Sales training coaching is all about turning classroom theory into results. That means turning ideas into gold. This is because only in sales does effective action lead so directly to increased revenues. Since generating effective action is what coaching is all about, coaching sales training is a straight path to a gold mine!

Moving Training from Theory into Practice

Sales training generally consists of learning the company’s unique sales process and a set of customized sales scripts. The sales process consists of a sequence of well planned steps that lead from identifying the target prospect, to closing the sale with them, to getting them buy again and again as a regular customer. Sales scripts are carefully thought out dialogue which is designed to move the interaction from building rapport, to understanding customer needs, to overcoming objections, to closing the sale. The sales training coach can help the sales person master these elements so that they become second nature the sales person and totally natural to the customer. This mastery can make a significant difference in the revenues and profits generated by the sales person.

Making Effective Sales Action Happen

Mastering the sales training materials is only half the battle. Until the sales person goes out and applies them calling on customers, sales don’t happen and revenues don’t come in. This second aspect sales training coaching is absolutely critical. This is because the phenomenon of well trained sales people not going out and actually calling on customers is more the rule than the exception. Whether through accountability or strategy coaching, the coach must eliminate any blocks that exist to the sales person efficiently using their time to visit the maximum number of customers and effectively selling to them once they are there.

Maximizing Your Income from Sales Training Coaching

While effective sales training coaching can lead to greater revenues and profits for the company and large commissions for the sales person, it is not automatically lucrative for the coach. For this, the sales training coach must tie their fee to the increased sales resulting from their coaching. Even a small percentage of this increase can up quickly. And while this concept might seem foreign to the coach it is exactly the way sales management thinks. The biggest benefit, besides increased income for the coach, lies in the coach’s increased care in selecting clients who are truly committed to their own success.

By the way… you’re invited to claim your FREE step-by-step “Life Coach Salary Secrets” video toolkit. Just go HERE now to get your Life Coach Salary Secrets.

Dave Iuppa
JTS Advisors Strategy and Accountability Coach

Technorati Tags: Business Coaching, Sales Training Coaching

Neuro-linguistic programming theory states that learning only occurs when behavior changes. Coaching is all about making action happen. So for sales learning to occur, sales training coaching is needed to turn sales theory into changes in sales behavior and increases in sales results. Here are three coaching actions to assure that sales training actually occurs.

Customize General Theory in to Specific Actions through Coaching

Think back to the last training that you experienced. What was the most memorable moment? No. Not the moment when the trainer abruptly woke you up from a pleasant dream. I’m talking about the moment when a point really made sense, and you knew exactly how to apply it to your professional work. Well that is how you can affect your client through sales training coaching. The trick is to translate coaching principles into action steps customized to your client.

Help Clients Understand what Motivates them to Sell and Their Customers to Buy

We are all motivated to satisfy each of four basic needs – the needs for significance, love and connection, certainty, and variety. As a coach you are in the ideal position to understand what your client must do to satisfy each of these needs for themselves. Furthermore, in the process of helping your client understand the four basic needs and how we all work to satisfy them, you can plant the seeds for them to understand how their customers must satisfy the same needs, and how to help them do that through your client’s sales efforts. This might sound a little convoluted, but if truly understood, it can help make your client a sales superstar!

Use Sales Training Coaching to Hold Your Clients Accountable

All of that is fine, but will it automatically translate into effective action and therefore sales results? Unfortunately, the answer is “No”. But if your sales training coaching includes a generous dose of Accountability Coaching, you can help assure that sales training leads to changes in sales behavior and sales learning and therefore changes in sales results.

Would you like an endless stream of new coaching clients? Simply fill out the form to the right with your first name and email and I’ll send you free videos with step-by-step blueprints for generating a massive income from high paying coaching clients.

Dave Iuppa
JTS Advisors Strategy and Accountability Coach

Technorati Tags: Business Coaching, Sales Training Coaching

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

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

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