The Coaching Effect Blog

Talk Less, Listen More:  How Sales Managers Can Use Questions to Coach

Posted by Sarah Wirth

August 12, 2015

When I ask sales managers what they wish their reps would improve in their sales calls with prospective customers, the number one response is “ask more questions!”  Overwhelmingly, sales managers are frustrated by reps who spend more time talking about the features and benefits of products and services, rather than seeking to understand the prospect’s business or needs. They know that when their reps take the time to ask questions, listen and understand customers’ needs, sales conversations flow better and are more effective. So, why don’t these managers take their own advice when coaching their reps?

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Topics: coaching sales reps, feedback, listening

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