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Coaching the Buying Cycle - Attitude & the Untraining Cycle
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Last Updated
8th of October, 2008
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Attitude Toward Sales
Practicing good selling skills is providing exceptional service
  • Fulfilling a need that the client comes to us for is good.
  • Helping the client identify a need they were not aware they had is better and is how we will increase the value the client sees in their relationship with us.
  • There is no added value that differentiates you from the competition being presented to the client when we are order taking.
Look Out For:
  • People that do not like selling
Coach:
  • Sales = service – go through the qualities of a good service person and then compare them to those of a good & bad sales person. Remind them that when we think of selling it is easy to think about the bad sales person.
  • Share stories of clients who were sold something and came back to compliment the staff on the great service.
  • Share stories of clients who complain and you can trace the problem back to staff that were not practicing good selling skills.
  • Lead by example.
  • Be consistent. If proactive selling is what we expect then expect it all the time.

Un-training Cycle
If a sales person meets with enough rejection they start to get “un-trained”.
  • They start to feel that they have no control over the sales process and revert back to order taking.

Look Out For:
  • People that only sell when the client mentions they need something.
  • People that can only sell on best rate.
  • When anyone asks a rate or product question look out for people that do not ask additional questions to get the person talking and understand what they are trying to do.
  • People that do not try to book appointments off of a rate inquiry on the phone.
 
Coach:
  • Review the buying decisions clients make. It’s not all about rate and there are many decisions the buyer needs to make in their buying process.
  • Review what the client tells you just buy asking a question (time is right, location and reputation are acceptable and they may not be happy where they deal now)
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