SlideShare a Scribd company logo
1 of 36
“ Put Me In Coach” Selling, Sales and Being Sold
Pitfalls of Sales Management ,[object Object]
Pitfalls of Management ,[object Object]
Pitfalls of Management ,[object Object],[object Object],[object Object],[object Object],[object Object]
Coaching vs. Managing The key to sustained growth
Why Should I Coach? ,[object Object],[object Object],[object Object],[object Object]
An Outside View ,[object Object],[object Object],[object Object]
Why Don’t People Coach? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Essential Coaching Elements ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Training Doesn’t Train ,[object Object],[object Object],[object Object]
Feedback ,[object Object],[object Object],[object Object]
Prepare the Recipient Proactive conversation
Change the Dynamic Evaluation   and   development
The Boss Coaching by telling
The Coach Coaching by asking
They Talk First! The power of self assessment
A Few Key Points ,[object Object],[object Object],[object Object],[object Object]
The Art of Coaching Selling yourself to a salesperson
The Art of Coaching ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Ready to Coach What now?
People Love to Buy They hate to be sold
Why Do Customers Buy? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Why Do  Your  Customers Buy? ,[object Object],[object Object]
A Bad Reputation ,[object Object],[object Object],[object Object],[object Object]
Making the Effort ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
“ What a Great Rejection!” Celebrate the inevitable
Sales Slump ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Manage Your Time ,[object Object],[object Object],X
Branding It’s not who you know It’s who knows you!
No One Will Read Your Brochure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Ask Smart Questions and They Will Think You Are Smart Ask dumb questions…
Dumb Questions ,[object Object],[object Object],[object Object],[object Object]
Smart Questions ,[object Object],[object Object],[object Object]
How Much is It? Doesn’t matter I’m priceless!
Sales is a Game You get paid to play!
“ Put Me In Coach” I’m ready to play!

More Related Content

What's hot

Handling Resistance: The Sale Begins When the Customer Says No
Handling Resistance: The Sale Begins When the Customer Says NoHandling Resistance: The Sale Begins When the Customer Says No
Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
 
You Can't Teach People to Sell By Teaching People to Sell
You Can't Teach People to Sell By Teaching People to SellYou Can't Teach People to Sell By Teaching People to Sell
You Can't Teach People to Sell By Teaching People to SellIntegrity Solutions
 
Everyone Sells Version 2
Everyone Sells   Version 2Everyone Sells   Version 2
Everyone Sells Version 2Kristiejones
 
5 traits of really bad salespeople final
5 traits of really bad salespeople final5 traits of really bad salespeople final
5 traits of really bad salespeople finalApril Brunt
 
How to handle sales objections
How to handle sales objections  How to handle sales objections
How to handle sales objections Lokender Yadav
 
The Power Series - The Success Factor
The Power Series  - The Success FactorThe Power Series  - The Success Factor
The Power Series - The Success FactorRichard Mulvey
 
Go-For-NO... The Secret to Success .
Go-For-NO... The Secret to Success .Go-For-NO... The Secret to Success .
Go-For-NO... The Secret to Success .Octavio Ochoa
 
The Sales Bible - Jeffrey Gitomer
The Sales Bible - Jeffrey GitomerThe Sales Bible - Jeffrey Gitomer
The Sales Bible - Jeffrey GitomerJames Smith
 
The Power Series - The Power Close
The Power Series  - The Power CloseThe Power Series  - The Power Close
The Power Series - The Power CloseRichard Mulvey
 
The Power Series Number 47
The Power Series Number 47The Power Series Number 47
The Power Series Number 47Richard Mulvey
 
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...Business Wise Inc.
 
The Power Series Handling Objections and Closing the Sale
The Power Series Handling Objections and Closing the SaleThe Power Series Handling Objections and Closing the Sale
The Power Series Handling Objections and Closing the SaleRichard Mulvey
 
Chapter 27 - Improving Mental Strength
Chapter 27 - Improving Mental StrengthChapter 27 - Improving Mental Strength
Chapter 27 - Improving Mental StrengthSalesScripter
 
PowerSales handling objections and closing the sale
PowerSales handling objections and closing the salePowerSales handling objections and closing the sale
PowerSales handling objections and closing the saleJoey Reyes
 
5 unique sales techniques
5 unique sales techniques5 unique sales techniques
5 unique sales techniquesfastmailsender
 
The little red book of selling
The little red book of sellingThe little red book of selling
The little red book of sellingJosé Campos
 

What's hot (20)

Psychological Selling and Pricing
Psychological Selling and PricingPsychological Selling and Pricing
Psychological Selling and Pricing
 
Handling Resistance: The Sale Begins When the Customer Says No
Handling Resistance: The Sale Begins When the Customer Says NoHandling Resistance: The Sale Begins When the Customer Says No
Handling Resistance: The Sale Begins When the Customer Says No
 
You Can't Teach People to Sell By Teaching People to Sell
You Can't Teach People to Sell By Teaching People to SellYou Can't Teach People to Sell By Teaching People to Sell
You Can't Teach People to Sell By Teaching People to Sell
 
Handling objections
Handling objectionsHandling objections
Handling objections
 
Everyone Sells Version 2
Everyone Sells   Version 2Everyone Sells   Version 2
Everyone Sells Version 2
 
5 traits of really bad salespeople final
5 traits of really bad salespeople final5 traits of really bad salespeople final
5 traits of really bad salespeople final
 
How to handle sales objections
How to handle sales objections  How to handle sales objections
How to handle sales objections
 
The Power Series - The Success Factor
The Power Series  - The Success FactorThe Power Series  - The Success Factor
The Power Series - The Success Factor
 
Consultative selling
Consultative selling Consultative selling
Consultative selling
 
The REITE Club
The REITE ClubThe REITE Club
The REITE Club
 
Go-For-NO... The Secret to Success .
Go-For-NO... The Secret to Success .Go-For-NO... The Secret to Success .
Go-For-NO... The Secret to Success .
 
The Sales Bible - Jeffrey Gitomer
The Sales Bible - Jeffrey GitomerThe Sales Bible - Jeffrey Gitomer
The Sales Bible - Jeffrey Gitomer
 
The Power Series - The Power Close
The Power Series  - The Power CloseThe Power Series  - The Power Close
The Power Series - The Power Close
 
The Power Series Number 47
The Power Series Number 47The Power Series Number 47
The Power Series Number 47
 
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...
 
The Power Series Handling Objections and Closing the Sale
The Power Series Handling Objections and Closing the SaleThe Power Series Handling Objections and Closing the Sale
The Power Series Handling Objections and Closing the Sale
 
Chapter 27 - Improving Mental Strength
Chapter 27 - Improving Mental StrengthChapter 27 - Improving Mental Strength
Chapter 27 - Improving Mental Strength
 
PowerSales handling objections and closing the sale
PowerSales handling objections and closing the salePowerSales handling objections and closing the sale
PowerSales handling objections and closing the sale
 
5 unique sales techniques
5 unique sales techniques5 unique sales techniques
5 unique sales techniques
 
The little red book of selling
The little red book of sellingThe little red book of selling
The little red book of selling
 

Viewers also liked

Viewers also liked (7)

Personality Development
Personality DevelopmentPersonality Development
Personality Development
 
Primed for Innovation
Primed for InnovationPrimed for Innovation
Primed for Innovation
 
Forget the org chat - it is the network that can drive product development su...
Forget the org chat - it is the network that can drive product development su...Forget the org chat - it is the network that can drive product development su...
Forget the org chat - it is the network that can drive product development su...
 
Create The Why
Create The WhyCreate The Why
Create The Why
 
Positive Attitude
Positive AttitudePositive Attitude
Positive Attitude
 
Staffpicks
StaffpicksStaffpicks
Staffpicks
 
Getting Ready For Lambing And Kidding
Getting Ready For Lambing And KiddingGetting Ready For Lambing And Kidding
Getting Ready For Lambing And Kidding
 

Similar to Put Mein Coach

Selling effectively
Selling effectivelySelling effectively
Selling effectivelyirtezaakhan
 
Motivating Your Ideal Customer 4 12
Motivating Your Ideal Customer 4 12Motivating Your Ideal Customer 4 12
Motivating Your Ideal Customer 4 12Ellen Moran
 
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times   world of asphalt - 90 minutes - nashville 2016Selling during tough times   world of asphalt - 90 minutes - nashville 2016
Selling during tough times world of asphalt - 90 minutes - nashville 2016Al Lautenslager
 
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...Al Lautenslager
 
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 20197-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
 
7 Popular Ways To Motivate Your Sales Team
7 Popular Ways To Motivate Your Sales Team7 Popular Ways To Motivate Your Sales Team
7 Popular Ways To Motivate Your Sales TeamSharon Newey
 
2014 Lean Startup & Customer Persona by Mike Reiner
2014 Lean Startup & Customer Persona by Mike Reiner2014 Lean Startup & Customer Persona by Mike Reiner
2014 Lean Startup & Customer Persona by Mike ReinerEuropean Innovation Academy
 
Customer Delight
Customer DelightCustomer Delight
Customer Delightkktv
 
Success in Sales and Marketing Part 1- BASIS Marketing Training
Success in Sales and Marketing Part 1- BASIS Marketing TrainingSuccess in Sales and Marketing Part 1- BASIS Marketing Training
Success in Sales and Marketing Part 1- BASIS Marketing TrainingKenny Ong
 
Basis Sales Slides 2008 Part 1 1219374427739260 8
Basis Sales Slides 2008 Part 1 1219374427739260 8Basis Sales Slides 2008 Part 1 1219374427739260 8
Basis Sales Slides 2008 Part 1 1219374427739260 8ganeshbde
 
Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat FreshBusinessThinking
 
Barking Up a Dead Horse Executive Summary
Barking Up a Dead Horse Executive SummaryBarking Up a Dead Horse Executive Summary
Barking Up a Dead Horse Executive SummaryTom Batchelder
 
Retail Hospitality or Customer Service Before, During & After the Sale
Retail Hospitality or Customer Service Before, During & After the SaleRetail Hospitality or Customer Service Before, During & After the Sale
Retail Hospitality or Customer Service Before, During & After the SaleSimple Marketing Now LLC
 
Field Sales Executive Engagement prog - Hathway.pptx
Field Sales Executive Engagement prog - Hathway.pptxField Sales Executive Engagement prog - Hathway.pptx
Field Sales Executive Engagement prog - Hathway.pptxBakthaRajan
 

Similar to Put Mein Coach (20)

Selling effectively
Selling effectivelySelling effectively
Selling effectively
 
Understanding selling person
Understanding selling personUnderstanding selling person
Understanding selling person
 
Motivating Your Ideal Customer 4 12
Motivating Your Ideal Customer 4 12Motivating Your Ideal Customer 4 12
Motivating Your Ideal Customer 4 12
 
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times   world of asphalt - 90 minutes - nashville 2016Selling during tough times   world of asphalt - 90 minutes - nashville 2016
Selling during tough times world of asphalt - 90 minutes - nashville 2016
 
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
 
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 20197-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
 
7 Popular Ways To Motivate Your Sales Team
7 Popular Ways To Motivate Your Sales Team7 Popular Ways To Motivate Your Sales Team
7 Popular Ways To Motivate Your Sales Team
 
2014 Lean Startup & Customer Persona by Mike Reiner
2014 Lean Startup & Customer Persona by Mike Reiner2014 Lean Startup & Customer Persona by Mike Reiner
2014 Lean Startup & Customer Persona by Mike Reiner
 
Customer Delight
Customer DelightCustomer Delight
Customer Delight
 
Customer Delight
Customer DelightCustomer Delight
Customer Delight
 
Consultative selling - Wilts/Glos/Bristol autumn 2010
Consultative selling - Wilts/Glos/Bristol autumn 2010Consultative selling - Wilts/Glos/Bristol autumn 2010
Consultative selling - Wilts/Glos/Bristol autumn 2010
 
Success in Sales and Marketing Part 1- BASIS Marketing Training
Success in Sales and Marketing Part 1- BASIS Marketing TrainingSuccess in Sales and Marketing Part 1- BASIS Marketing Training
Success in Sales and Marketing Part 1- BASIS Marketing Training
 
Basis Sales Slides 2008 Part 1 1219374427739260 8
Basis Sales Slides 2008 Part 1 1219374427739260 8Basis Sales Slides 2008 Part 1 1219374427739260 8
Basis Sales Slides 2008 Part 1 1219374427739260 8
 
Be a sales super star ppt
Be a sales super star pptBe a sales super star ppt
Be a sales super star ppt
 
Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat Chris West - Marketing on a Beermat
Chris West - Marketing on a Beermat
 
Barking Up a Dead Horse Executive Summary
Barking Up a Dead Horse Executive SummaryBarking Up a Dead Horse Executive Summary
Barking Up a Dead Horse Executive Summary
 
Basic Selling Skills Final
Basic Selling Skills FinalBasic Selling Skills Final
Basic Selling Skills Final
 
Retail Hospitality or Customer Service Before, During & After the Sale
Retail Hospitality or Customer Service Before, During & After the SaleRetail Hospitality or Customer Service Before, During & After the Sale
Retail Hospitality or Customer Service Before, During & After the Sale
 
Seeding Expansiveness
Seeding ExpansivenessSeeding Expansiveness
Seeding Expansiveness
 
Field Sales Executive Engagement prog - Hathway.pptx
Field Sales Executive Engagement prog - Hathway.pptxField Sales Executive Engagement prog - Hathway.pptx
Field Sales Executive Engagement prog - Hathway.pptx
 

Put Mein Coach