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Suitable for any sales manager who wants to improve sales performance while helping salespeople become lifelong learners, this book is filled with practical strategies that you can easily implement to transform your average reps into top sellers.
List of contents
Acknowledgments xi
Introduction 1
CHAPTER 1 Ensuring Your Sales Coaching Gets Results 3
CHAPTER 2 Sales Mistake #1: Not Being Clear Who's Buying 17
CHAPTER 3 Sales Mistake #2: Forgetting Why People Buy 33
CHAPTER 4 Sales Mistake #3: Being Self-Focused 47
CHAPTER 5 Sales Mistake #4: Telling Mistruths 63
CHAPTER 6 Sales Mistake #5: Being Ill-Prepared 79
CHAPTER 7 Sales Mistake #6: Taking Too Much of the Client's Time 93
CHAPTER 8 Sales Mistake #7: Sharing What's Not Relevant 107
CHAPTER 9 Sales Mistake #8: Missing Prospects' Buying Cues 119
CHAPTER 10 Sales Mistake #9: Acting like a Traditional Salesperson 131
CHAPTER 11 Sales Mistake #10: Treating Clients as Enemies 145
CHAPTER 12 Making Your Sales Coaching Sustainable 159
BONUS CHAPTER Leveraging Your CRM during Sales Coaching 169
About the Author 191
Index 193
About the author
PERI SHAWN is an author, speaker, and leadership coach. Her company, the Coaching and Sales Institute, numbers among its clients firms such as RBC Insurance, Rogers Communications, Canadian Tire Financial Services, Merck, and Hallmark. Peri teaches and coaches corporate sales executives and their teams to sell more. As part of Peri's ongoing research, she has developed groundbreaking proprietary tools that demonstrate how trust affects performance, management, and the client experience. Peri has served as the national president and executive board member of the Canadian Association of Professional Speakers and the Association of Independent Consultants. She was also a member and past international council representative of the Global Speakers Federation (GSF).
