In yesterday’s post, I mentioned my tennis coach. My tennis coach was also my General Science teacher and my Chemistry teacher. Why is that important? He knew me outside of the coach/player roles and knew my background, study/practice habits, intelligence, etc and could use that information when he coached me. Evaluating a salesperson prior to coaching allows the coach and the salesperson to be effective from the first day.
Here’s another example from tennis. The coach needs to get the player to practice. I spent hours playing tennis solitaire with walls. I mixed it up and never got tired of hitting a tennis ball with my racket whether or not I could find another human being to play with. Some sales stuff can be practiced out in the real world. Starting conversations, asking questions, engaging with people, etc. can all be practiced in everyday life. Practicing in non-selling situations will help your salespeople keep from getting emotionally involved in their sales calls. Get your salespeople role playing at lunch with co-workers. Lunch changes the dynamic of the role play. Allow the prospect to be as off the wall as they want, but keep the salesperson real and in role. If your salesperson can keep his cool with a whacked out co-worker, he’ll be more likely to stay cool with a real prospect.
One more point for today. Yesterday, I posted “Why Marketing Will Put You Out of Business“. Coach needs to understand how prospects get in front of the salesperson. What bait is used? What issues have they shared? How nurtured are they? The coach uses this information to help the salesperson understand the mindset of the prospect and tailor his approach so that the prospect remains receptive.
More to follow….
BTW, you want to feel what it’s like to be coached by me? Contact me.