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How To Improve Your Selling Skills -- With Coaching Skills
But people love being coached. It's respectful and considerate of their needs. it helps them focus on what is right for them. In fact, it's all about them - the client. It doesn't matter to you if you make a sale or not, and they appreciate that? in fact, they just may buy something from you after all? you are so 'nice' and honest! The days of the old-fashioned salesman/woman have long gone. For many in the sales profession, they know what not to do, but they aren't quite sure about what they should be doing. And the answer is quite simple? learn and apply coaching skills to your selling situations. H.R. professionals and Managers are embracing coaching skills now because they realize this is the best way to deal effectively and successfully with all types of people. It entails a special honesty and openness that up until very recent times, was not a reputation the sales profession enjoyed. One of the wonderful things about coaching is that it can be applied to anybody in any situation with remarkable results. The reason it works is quite simple. People like to feel respected and honored as intelligent and worthwhile beings. They like to be listened to and understood. They like others to be honest with them and not manipulate them. When you make somebody feel this way, it is very interesting to see how cooperative they become. As a Sales "coach", instead of worrying about closing the sale, you can relax and coach people into a sale. Instead of struggling with resistant prospects, you can coach them into doing the right thing for you and for them. Once you cease to be pushy, people cease to resist. When coaching a client, rather than selling to them, you listen to what they have to say, and by listening very closely to everything they say rather than thinking about what you will say next, you can learn if they are likely to be a fit for whatever you are selling and how best your product or service may serve them. You will learn what their objections are and whether they are reasonable or something that can be overcome. This process is a gentle, friendly and polite way to do business and it is one to which more people respond favorably. In essence, people come to see you more as a trustworthy advisor rather than somebody with ulterior motives and your eye on their wallet. Leave your sales pitch in your briefcase? when coaching your customer you start with questions, and then listen very carefully to the answers. Don't speak to them like you would to a ten year old or somebody whose mother language is anything but English. Speak to them as you would to friends. You don't push it if your customer seems anxious to get away. Maybe they are busy and your timing is bad. When you have listened and learned about your prospective customer's needs and situation, you are in a position to know whether what you can offer will be of real benefit to them. Don't try and recite the sales brochure, just select a few things about what you can offer that apply to their situation. If you were listening closely to them, this part will be easy. Then invite them to take the next step, and don't get anxious at the last minute and resort to hard sales techniques from yester-year in an attempt to close the sale. Leave the ball in the customer's court. Establish your integrity and sincerity first. You have to "sell" the person on YOU first, before you can sell them on your product or service. And it's important to note that people can spot a phony a mile a way. It's better to leave your card, a brochure and other pertinent details with them and invite them to call you at any time, no obligation, if they'd like further information, than undo all your efforts by trying to close the sale with the old traditional methods and risk losing them even as a future customer. A not so obvious benefit of this approach is even if this customer isn't interested, they may know somebody else who would be. Word of mouth referrals are powerful. Never forget that every prospective customer to whom you speak may be able to bring more business your way. What would you like them to say to their friends about you and your product? So don't think of yourself as a salesperson in the future? think of yourself as a friendly and trusted advisor, who just so happens to have a particular brand or service he recommends. Never run down your competition. In fact, if you believe your client would be best served by another company's product, you can earn valuable points by telling them about it. It sounds easy, but when it comes to putting it into practice, these skills do not necessarily come naturally to everybody. But there is no need to despair. There are some excellent training programs around - there are some duds too. It pays to do your research when looking for training. Or if time and money is an issue, you can invest in a home-study coaching kit and learn these skills in your own time. Click here to view information on one of these kits. http://www.terrilevine.com/Kits.html It doesn't really matter which method you choose to upgrade your skills, just as long as you do upgrade. "Selling" is so "yesterday" and your customers are much more wiser and savvy than they used to be. The Coaching Kit includes: Coach Training Guidebook $495 (The highly respected and internationally recognized Comprehensive Coaching U Guidebook - previously ONLY available to registered students) Audio Pack Coaching for Fun and Profit with Terri Levine How to Start a Coaching Business from Scratch with Terri Levine Expand Your Coaching Business with Terri Levine $295 Tuning In 1 Full Length Video $25 Coaching for an Extraordinary Life Book- autographed $15 Work Yourself Happy Book autographed (An Amazon best seller in 2002) $15 Resource Guide: How to Get New Clients Fast $79 One Marketing Plan Critique $1,250 Success Strategies from Terri Levine (downloadable PDF format). This is chock full of marketing and practice building tips for you to implement for success and comes with a full year of unlimited email consulting. Send any questions you have about implementing these strategies and you will get personalized email support. $299 One Critique of all marketing materials (business card, letterhead, logo, business name, brochure, mailers, web site) $500 Package Value $2,973.00 Special Price $897.00 We're almost giving it away! Order yours now before we change our mind. "So far I've started with two clients and have gained a lot of knowledge and have less fear. Thanks for laying all the information out there so I don't have to read tons of books, search websites and take a zillion teleclasses. This is quick, easy and fast. And it works for me!" ~John Hadley "Awesome Kit!!! Thank you for creating it for the rest of us!" ~ Marshall Collins Our Risk Free Guarantee: There's absolutely no way I can lose because my investment of $897 is completely protected by your highly unusual and daring "100% We'll Buy It Back Plus a $50 Penalty To Boot Guarantee". I've got 12 full months to check out everything and try it all out for myself. And if for any reason I don't feel I'm learning the coaching skills - I can just send back all the material for a prompt and courteous refund. No games. No tricks. I get every penny back (less shipping). Plus, if I show you that I actually tried to get clients and start a coaching business and I did not succeed you'll pay me a $50 penalty for wasting my time! Special Bonus Package A complete set of client welcome package materials you can put to use immediately. Change the information to your business name, phone number, etc. and you are done. You'll be able to use these materials over and over again for years. Value $3,000 One year of unlimited telephone support. When you have a question, if something isn't clear, if you just want to be certain you have everything correct, call or email as often and as many times as you would like. Value $ 595 Sample Templates for Press Releases. These are ready to go releases that you can follow to create your own releases to send to the media to gain press attention. Value $ 79 Total value of the extra bonus package $3,674.00 "Terri, I've always admired your success but did not think I could do it? guess what, I am now!" ~ Lori Dillingham PLUS, you get Terri's money-back guarantee: There's absolutely no way I can lose because my investment of $897 is completely protected by your highly unusual and daring "100% We'll Buy It Back Plus a $50 Penalty To Boot Guarantee". I've got 12 full months to check out everything and try it all out for myself. And if for any reason I don't feel I'm learning the coaching skills - I can just send back all the material for a prompt and courteous refund. No games. No tricks. I get every penny back (less shipping). Plus, if I show you that I actually tried to get clients and start a coaching business and I did not succeed you'll pay me a $50 penalty for wasting my time! "Terri is the only one I know who built her business fast, easy and to such profits. Her kit is what every coach needs." ~ Alinda Vasquez Written by Terri Levine, MCC, PCC, MS, CCC-SLP, the CEO of Coaching Instruction.com, popular Master Certified personal and business Coach, sought after Public Speaker, and Author of bestsellers, "Stop Managing, Start Coaching", "Work Yourself Happy", "Coaching for an Extraordinary Life" and "Create Your Ideal Body". She can be contacted via the web site http://www.TerriLevine.com or http://www.salescoachtraining.com, or by telephone: 215-699-4949.
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Business Management The Right Time and Place (Channelled) Personal Strategic Planning I have a few questions for you ---What if we as individuals adapted and utilized some of the same tried and true processes and methods that have given businesses the edge they need to succeed over their competition? My sense is that understood and implemented correctly professionals would be able to gain the same competitive advantage. Remarkably, this is not anything overly complicated or new and I can't take credit for developing it. But I can (and will) take credit for suggesting we take it out of the boardroom and adapt it for personal use to achieve greater personal and professional success. This classic business tool is the process of Strategic Planning. Poise, Posture, and Performance Good posture is seen to have many advantages. From an aesthetic point of view it can enhance image, sending out the right signals (body language). For an athlete it is seen to be essential. But what is a good posture? We recognise poor posture when we see it, as it is evident in the majority of adults regardless of athletic ability. But just to confuse the matter, people with an ideal 'plumb-line' posture can also have poor movement patterns. This is because it is not the shape that is important but how it is maintained. An apparent 'good' posture can be achieved with totally inappropriate muscular activity. Is The Apprentice Bad For Your Health? If you know who I mean when I say Kwame, Bill and Troy, you are probably a fan of The Apprentice. I admit I'm not a fan myself; I don't watch much television and that particular show did not grab my interest enough to be "appointment" watching. I have, however, followed its popularity with interest, for various reasons. Attitude What makes attitude so important? Why not just learn some "seduction techniques" to get the girl? The answer is simple: learning techniques (or having expensive clothing and cars) without improving your attitude is like wrapping a cheap gift in expensive wrapping paper. It still looks expensive on the outside, but when the girl "unwraps" you, she'll find out that you were faking it all along. This might work for a one-night stand, but if you want anything more, you'll need to change both on the "inside" and "outside". Business Coaching Legacy: Reflections on What You Want to Leave Behind? Updating my will has been on my mind for quite some time now. Life circumstances change, kids grow-up, financial situations changes. I procrastinated for a very long time about this will. Now that it is, I feel very satisfied and pleased. There is peace in that corner of my mind that nagged and nagged about it for so long. You don't have to be a rocket scientist to realize that people, myself included, avoid making out wills because they don't want to confront their own mortality or have to face up to making difficult decisions. Im Gonna Die MY Way My wife says I have the strangest taste in movies. You see, there are movies I can watch again and again, which she could not sit through once. One of them is Rhinestone, starring Sylvester Stallone and Dolly Parton. Do You Want to Impress Others? Then Don't Talk ?Listen Recently my friend Michelle was concerned about a professional conference she was planning to attend with her husband, a veterinarian. She has no background in veterinary science, so she did not think she would be able to effectively communicate with the people at the conference. I asked her why she thought she had to use technical jargon when she spoke to the other conference attendees. She responded that she wanted them to think well of her. Michelle is a warm, caring individual who is genuinely interested in others. I assured her that she could effectively relate to the people she met by asking them questions about themselves and their businesses instead of trying to impress them with her knowledge of veterinary science. The Rewards and Risks Of Personal Freedom We all need to decide whether to "play it safe" in life and worry about the downside, or instead take a chance, by being who we really are and living the life our heart desires. Which choice are you making? The Role of Grief Group Facilitators Technically, there are two types of grief groups. Informational and support groups are for individuals who have an interest in the grief process. The purpose of these groups is to promote grief education and awareness. It covers the grief process in a more academic fashion. 101 Winning Choices Personal missions statements (PMS) are just nothing but the winning choices. Our mind can program us in such a way that success ratio in personal, social & professional life changes drastically. Tame The Financial Beast Are holiday bills surprising you? Are you hoping that if you ignore your finances long enough, maybe they will fix themselves? Are YOU a Dreamer? This morning I watched a news article about a young woman who had just set a world record for sailing across the English Channel. What was special about this Channel crossing? The sailor, Hilary Lister, is a quadriplegic who steered the boat by blowing through two straws. She completed her crossing in 6 hours. A Simple Strategy for Managing ADD As an ADD Coach, I usually begin my conversations with new and potential clients by saying, "Tell me about yourself and why you are looking for coaching." Most people answer with a long list of their ADD challenges. Very few people answer that they are looking to discover, enhance, or utilize their strengths. This is a big part of coaching, and a part that many people need a lot of help with. Do You Mind If Someone Screams At You? A headhunter was on the other end of the phone. He was looking for an assistant to a CEO/Owner for a small, but very successful business. Essentially, he wanted someone at his disposal night and day. That did not seem like a huge deal. And then the next question came..."Do you mind if someone screams at you?" As soon as I could get past the sirens going off in my head, and visions of Dilbert comic strips, I replied, "Yes, that's not acceptable". The headhunter continued, "Well, he probably wouldn't call you names, but he's a pretty hard driving guy and he raises his voice a lot". Coaching Book Review: The Coach: Creating Partnerships for a Competitive Edge Leaders today have many challenges when it comes to guiding and influencing the performance of their team members. In the past, productivity and success depended on sheer muscle and sweat. Competition, technology and the desire of employees to be meaningfully involved in their work are powerful forces shaping the leader's destiny and future role. The need for service, quality, and effectiveness in organizations is stimulating a demand for employees who think, act, and feel like responsible partners in the enterprise. Now and in the future, reinvigorating employees, managers, and peers through coaching will be critical to the success of both leaders and business. More than ever, leaders need to inspire employees with contagious enthusiasm in order to deliver quality services and products. In CMOE's coaching book, "The Coach: Creating Partnerships for a Competitive Edge," it provides refreshing ideas and strategies to help leaders cope with the demands and challenges of their calling. Be Better at Business And Lose Weight, Too! In business, individuals often secure the services of a success coach like myself to "fix" certain areas of their professional life. The desired fixes typically range from a desire for a promotion and/or a salary increase, to on-the-job performance enhancements, to improving one's personal productivity, to boosting one's level of enthusiasm about their job. The Tolerance Effect While working with a client several months ago, we went through a process of identifying areas of personal strengths and weaknesses. Through this exercise, we discussed various characteristics and ended up deciding that there was opportunity for improvement in her level of "tolerance". A funny thing happened after that. When she found herself in a situation that had previously triggered a negative reaction be it disappointment, irritation, frustration, anger or even animosity (usually focused on the person in the car ahead of her who did not use their turn signal), the word "tolerance" would flash in her head and she could immediately change the way she reacted to the situation. Truth About Life Coaching School Accreditation With life coaching becoming "the" career choice in this millennium, many of you are seeking the right choice for training and certification. Hopefully this article will answer some of your questions. It's All To Do With The Way You Wake Up Do you start your day with anger, frustration and annoyance at the alarm and the need to get up? Do you wake up hoping the day will go away and you can get back to sleep? Have you lost the fun? The confidence to have a go at things. Are you struggling along? Are you just going through the rituals of life? Are you just doing enough at work? Doing what is necessary because you think you 'ought, should, must do this for the sake of others? Do you feel all washed up and no one is interested in you? Do you feel devoid of vibrancy, and sense of purpose, an aimless victim buffeted by the winds of change? It's all to do with the way you wake up.
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