Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

Praise for Sell More with Sales Coaching "Sales coaching is essential to high–performing sales teams. This book is a must–read for sales leaders!" — Marshall Goldsmith , million–selling author of the New York Times bestsellers Mojo and What Got You Here Won′t Get You There "A must–read for any sales manager who wants to improve sales performance while helping salespeople become lifelong learners." — Gerhard Gschwandtner , founder and publisher of Selling Power "I wish my first sales manager had read this book. If he had used it, it would have helped me sell better and sell more. If you manage those who sell—or have the initiative to coach yourself—this book is for you. I recommend it." — Mark Sanborn , author of The Fred Factor and You Don′t Need a Title to Be a Leader "If you want a high–performing sales team, read this book. It′s filled with practical strategies you can easily implement to transform your average reps into top sellers." — Jill Konrath , author of SNAP Selling and Selling to Big Companies "Bottom line: your team′s sales will improve significantly. If you are responsible for improving sales in your organization, put down whatever you′re reading and pick up Sell More with Sales Coaching —NOW!" — Joe Calloway , author of Be the Best at What Matters Most "This book will open your eyes to the potential pitfalls in your sales strategy and point you in the right direction for improved success. We all need to recalibrate our processes from time to time, and this book is packed with proven strategy and solid advice." — Dr. Nido Qubein , President, High Point University; Chairman, Great Harvest Bread Co. "If salespeople had to be certified to sell, this book would be part of the licensing process! Practical, specific, and solid advice." — Dianna Booher , author of Creating Personal Presence and Communicate with Confidence "I love practical how–to strategies! The real–life examples demonstrating both the good and not–so–good sales practices in this book simplify the guidance process. This is a wonderful guide for sales coaches to get better results from their efforts." — Tom Hopkins , author of How to Master the Art of Selling

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

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).