Coaching Sessions

In the first session we will be exploring what selling is all about and discover the basic principles that guide all good sales people. Selling is not about your need to market your product or your service but rather about your customer and their need to solve a problem.

The Sales cycle is the process we all go through from identifying a prospect to closing the sale. The cycle doesn't end there, however, we also need to follow up after the sale, get repeat business and make sure we are growing our business through good referrals.

Cold Calling is a Waste of Time! This is true for two reasons. Firstly we all hate doing it, and if you hate doing something you will not do it very well. The second reason is that the chances of getting a positive response from ringing someone you don't know are slim. Convert Cold Calling to Warm Calling and you will improve your strike rate.

Most sales people hate the administration side of selling. Keeping your statistics, however, is a very important part of being successful. In this session we will explore the importance of your strike rate and how it is calculated.

The only reason for you to be doing these coaching sessions is to grow your business and much of this business growth over the coming year will come from referrals. A referral is not a cold call. If it is managed properly a referral is a friend of a friend. Most sales people wait for referrals to come to them and this is a mistake. We should be asking for referrals at every opportunity.

Like many of the skills we will be discussing over the coming months, getting good referrals takes some creativity.  In today's session we will explore some more creative and successful methods of attracting referrals.

Creativity is certainly the name of the game when it comes to attracting customers to your business. It is important for us to differentiate ourselves from our competitors while growing our customer base and today's session will explore some of that creativity

We are now at the end of the first four weeks of this coaching program and already we have made some important strides forward. We started by looking at an overview of what we will be doing over the coming year and then rolled up our sleeves to get stuck into attracting customers to buy our product or service. By now you should have a clear idea of your strike rates for making appointments, seeing customers and closing the sale but now you have a system for keeping these records. It is important to keep the figures going. You should also be growing your business through referrals and making sure you are doing things differently to your competitors.