Sell More With Sales Coaching

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