Posts Tagged 'coaching salespeople'

Do your employees trust you? Trust and loyalty are earned, not inherited. Learn how to build trust in practically every relationship through effective coaching. At the conclusion of a training event that I delivered for a team of about 20 managers, one of their action steps at the end of the training was to introduce …

Are you selling by the numbers or selling with a blindfold on? Here are statistical benchmarks for success and self-accountability that most organizations are still missing. Yes, the questions I list below are that important. So important, in fact, that they could change your entire perspective around what you’re doing, how you’re doing it and …

What’s the initial objective of a cold call and your new business development efforts? Rather than focusing your energy on getting the appointment or making the sale, first determine if there’s a good fit between you, your prospect and what you are selling. Instead of feeling that the initial objective of a cold call (face …

Professional selling and the ability to prospect effortlessly is a combined result of who you are, how you think, and the way you come across, not solely a function of what you do. Imagine for a moment that each person looks at life and more specifically, cold calling, through a certain set of lenses or …

Managers and executives have the power to shut down a conversation or open up a dialogue. What kind of a manager are you? It’s a fact that if you’re responsible for managing people, you are their superior. Therefore, you have a certain degree of influence over how your staff feels about certain things. Quite often, …

Truth be known, many managers don’t get it – at least not initially; until the blind spot is exposed and placed in their line of vision for them to see. Do you know where your blind spots are? I had a woman ask me: “Keith- I’m a huge fan of yours, let me say that …

Do you allow fear to paralyze you or have you made fear your greatest ally? Discover how you can leverage fear and make it your greatest teacher. Does fear hold you hostage, preventing you from being more of who you are and what you want to achieve? Have you ever been in a position of …

These questions are perfect for coaching someone to come up with the solutions to their own challenges and problems. No more do you have to foster a team that’s reliant on you for all the answers. These questions challenge people to come up with the answers, while you guide and support them through the process. …