The Coaching Effect Blog

Sales Coaching Tip: Using Questions for Better Coaching

Posted by Sarah Wirth

May 14, 2014

One of the most important sales techniques we teach our new sales reps is how to ask good questions.  There are so many reasons why questions are important in the sales process.  They help us uncover customers’ needs.  They help us learn about the customer’s business.  They help customers self-diagnose their issues and how we can help solve them.  And a great questioning process can create customer buy-in for a solution before we even suggest it.  Simply stated, knowing how to ask questions and follow-up accordingly is one of the most important lessons a salesperson can learn.  So why do we so quickly forget that lesson when we move into sales management?

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Topics: Best Practice, joint sales calls, coaching sales people, coaching sales reps, feedback

More Effective Joint Sales Calls With Your Reps

Posted by Kristi Shoemaker

April 16, 2012

One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint sales calls.  Today our friend and Pillar Partner, Tony Cole, of Anthony Cole Training Group, shares his expertise. 

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Topics: Accountability Coaching, front line sales managers, joint sales calls, sales coaching, sales rep peformance

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