Sales Coaching Tip – Sales Polish

Sales Coaching Tip – Sales Polish

 
Improving your team’s sales is much like the process in creating a beautiful gem. It doesn’t involve adding more to the stone but rather it’s about polishing the facets to create a brilliant gem.
 
Same is true for your team. One of the most effective ways to improve your team members’ sales is to help them polish what they ask and say during their sales conversations.
 
When you are sales coaching your team members on polishing the sales conversations, help them by asking questions in three categories: what went well, what didn’t go as well as it could, and what could be improved. Here are some questions you might ask in each category:
 
What Went Well
 

  1. 1. “What part of your sales conversation went really well?”
  2. 2. “What did you ask/say that made it go so well?”
  3. 3. “Do you ask/say that on a regular basis?”
  4. 4. “How can you be sure to ask/say something similar in your future sales conversations?”

 
What Didn’t Go as Well as It Could
 

  1. 1. “Which part of the sales conversation didn’t go as well as you would have liked?”
  2. 2. “On a scale of one to ten (one being totally ineffective and ten being incredibly effective), rank the effectiveness of what you asked/said?”
  3. 3. “What was your goal during that part of the conversation?”
  4. 4. “What could you have asked/said instead to make that part of the conversation go better?”

 
What Could Be Improved
 

  1. 1. “What part of your sales conversation could have benefited from some improvement?”
  2. 2. “What outcome would you have liked to have from that part of the conversation?”
  3. 3. “What could you have asked/said instead to get that outcome?”
  4. 4. “What are you going to ask/say in the future when you are in a similar situation?”

 
By coaching your team members to polish what they ask and say during their sales conversations, you set them up for greater sales success in their future sales interactions.
 
Who on your team would benefit from some polishing of what they ask/say during their sales conversations?
 
When are you going to get a chance to coach those team members on what they are asking and saying?
 
Which of the questions above might you use during those sales coaching conversations?
 

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