The High-Impact Sales Manager: A No-Nonsense, Practical Guide to Improve Your Team's Sales Performance by Norman Behar & David Jacoby & Ray Makela

Author:Norman Behar & David Jacoby & Ray Makela
Language: eng
Format: mobi
Tags: General Fiction
Publisher: Sales Readiness Group
Published: 2016-05-15T14:00:00+00:00

Figure 5.1: Three A’s Framework

1. Ask First

The purpose of asking questions is to promote self-discovery by the salesperson. Salespeople will take more ownership of changing their behavior if they feel they are discovering problems and solutions on their own. To achieve this outcome, ask open-ended questions and allow ample opportunity for salespeople to reflect and respond. By asking questions, you will also gain a better sense for their perspective which, when it comes to coaching, may be more valuable than your own.

2. Actively Listen

Listening is essential to a collaborative sales coaching mindset. Unfortunately, many sales managers are poor listeners—they feel like they need to do all the talking to get their point across. By contrast, most successful sales coaches excel at “active listening,” which means they are fully focused on the salesperson.

Concentrate on what the salesperson is saying, and tune in to such nonverbal communication signals as tone of voice and body language. Don’t simply wait for your turn to speak; listen with the intent to understand what the other person is saying.

When you do respond, continue to follow the principles of active listening by asking questions to clarify meaning and confirm understanding—and paraphrasing what the salesperson has just said in order to communicate your understanding to the salesperson.

3. Assume Best Intentions

The tone of sales coaching conversations should be congenial and open-minded, not punitive or retaliatory. Assume your salespeople want to improve their skills; this assumption helps create a positive environment in which salespeople feel comfortable acknowledging shortcomings and are motivated to improve. Remember, part of their growth involves allowing them to make mistakes. Resist the temptation to pass judgment before you understand their intent.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.