Sales Coaching For Reluctant Sales People

If you have read my review of the New Game of Selling by Mitch Axelrod, you will know that I was so impressed by the techniques which concentrate on building relationships as a trusted adviser that I bought the rights to provide sales coaching based on the New Game.

Pillar 6 of my Eight Pillars of Business Prosperity looks at converting leads to customers so my sales coaching is an extension with the New Game of Selling as the base.

It can be difficult at times to see where marketing stops and sales begins and Mitch Axelrod firmly believes that marketing, sales and service need to be seen as one bigger customer focused strategy to attract, convert and keep more customers.

New Sales Coaching Blog

To help focus attention on my sales coaching and to educate people of the key differences between a relationship selling approach and the traditional hard sell approach which gives selling such a bad reputation I have created a separate Sales Coaching blog.

Sales Coaching

The first two postings are interesting, even if I do say it myself.

In Welcome To The New Game Of Selling I contrast the old game which is about manipulating customers to buy with some classic video clips from "Glengarry Glen Ross" and "The Bolier Room".

I believe that few entrepreneurs want to apply these hard sell tactics or want to allow their sales team to use them and the New Game of Selling presents an alternative approach.

In Hard Sell Why It Causes Problems I look at how the old game has conditioned buyers to behave in a certain way which makes it even harder for the hard sell to work. This includes a 9.5 minute video of Mitch Axelrod explaining his ideas of the stimulus response model.

There are some sales techniques which immediately put you on your alert and bring up your defensive walls and make it difficult for anyone to "sell to you". 

Me As A Sales Coach?

People recognise that I have great skills in marketing, strategy and finance but offering sales coaching may surprise people. Coaching clients and readers of this blog know that I know about many of the major sales methodologies.

I recognise the importance of the sales function since until the sale is made, there is no profit.

But I'm what's known as a "reluctant sales person". I enjoy helping people and I fit naturally into the role of trusted adviser.

I'm not a charismatic presenter who can charm you into buying, a great debater who can overcome any argument or a slick operator confidently using manipulative sales techniques.

I sell to help people and in particular to help them buy what they tell me they want and/or need.

I can't claim to have thirty years of sales experience although since I've been self employed since 1995, I do have to sell.

Fortunately as a sales coach I am not relying on my sales knowledge but that of Mitch Axelrod.

If you select me as your sales coach, I won't be training you to sell better, Mitch Axelrod will with all the techniques in the New Game of Selling.

My role is to help you to apply these New Game methods to your business, to give you a chance to clarify any of the ideas, to give you feedback and to hold you accountable.

I don't need many years of sales experience for that.

There is something much more important.

For 40 plus years I have been a buyer.

Never forget that the aim of your sales training is not to impress other sales professionals with how well you handle objections and close the deal.

It is to create strong relationships with prospects who become customers and buy from you regularly at a price that is good for you and leaves plenty of value in the deal for them.

Sales Coaching For Reluctant Sales People

Mitch Axelrod has proven that his techniques work for big businesses and small businesses. In fact he tells me his methods have created over $2 billion of increased sales and his excellence is backed up with testimonials from business greats like Jay Abraham and Brian Tracy.

My sales coaching is aimed at entrepreneurs and owners of small businesses who sell as one of their tasks and who often fit into the role of "reluctant sales person", just like me.

If you want to learn how to attract, convert and keep more customers with the New Game of Selling, click over to the Sales Coaching blog or give me a call on 0121 554 4057.

Alternatively if you want to learn a better way to sell but you don't feel that you are quite ready to start sales coaching, I recommend that you buy the New Game of Selling. Then you can decide for yourself whether you want to take it to the next level.