OK. Pretend you’re a hot shot sales coach and this happens to you. What would you do?
A salesperson that you’re coaching is in a regular training session and asks the trainer for help with a problem that he’s having closing deals. Well, the session is on general process and addressing a specific closing situation isn’t really appropriate, so the trainee is directed to talk to his personal coach immediately after class.
He does and they arange to talk later that afternoon.
So, the trainee calls his coach at the appointed hour and says, “I was having a problem closing, but I think I’m over it.” Coach asks, “What makes you think that you’re over it?” Trainee says, “Because 15 minutes ago, I closed a $91,500 deal.” Coach says, “Congratulations! Was that the only closing problem you were calling about?” Trainee says, “No, actually, this was one of my Monday demos. My other Monday demo, my Tuesday demo and my Wednesday demo didn’t close even though they all agreed that it was decision day when I did the demo.”
Frankly, some of you reading probably have prospects in your pipeline that have been “thinking about it” for six months. This trainee’s upset that he’s got one 1 day old, 1 two days old and one 3 days old. (Don’t forget that he closed one of them for over $90K.)
OK, so you’re the hot shot coach. What do you do/say?