OK, so you know how to sell but you want to get better. You have read many sales books, even attended sales trainings, and they just seem to be teaching you the same old stuff.
The problem in developing our selling skills is that once we have the basic understanding of sales and we have some experience, we need help in fine-tuning our sales approach.
This should be the job of a sales manager in a sales team but what if you are running your own business? What if you don’t have a sales manager, or your manager is not willing or able to provide you with coaching?
Even if we do have a manager coaching us, it’s unlikely that they will be skilled and experienced enough in sales coaching to focus attention in the right place. Typically they will focus on technique rather than doing a detailed diagnostic of your whole sales approach and pin-pointing which area will quickly get you a big increase in sales.
What’s the point in having a great sales technique if it does not result in cash in the bank? It’s like a gifted footballer who has brilliant ball control but cannot score goals!
The big problem is that, when you get down to it, there are so many areas of sales we could work on and where do we start?
I have always been passionate about people taking responsibility for their own personal development and so I was excited when I was approached by Hodder and Stoughton to write a book which enabled people to coach themselves on sales. Its part of their highly successful ‘Teach yourself’ series.
It would be like I was there with them, pointing them in the right direction and giving them exercises to work – just like if we were working together in person, only a lot cheaper!.
Anyway, I wrote the book last year, road tested it on clients, and I am delighted to announce that this book ‘The Sales Coach: Teach Yourself’ is now available.
In the introduction, there is a diagnostic test which will direct you to one of three main areas:
Generating Sales Leads;
Closing the Sale; and
Improving sales effectiveness
Then you start with the section where the test results indicate you will benefit the most. Then work through each chapter in that section, doing the self-diagnostic test first before proceeding. This is better than just dipping in because we don’t know what we don’t know and the early chapters of the section will ensure there are no small but important gaps in your basic understanding of that area of sales. If you score 100% then just move onto the next chapter.
Just like top tennis and golf professionals pay for a coach to help them win more prize money, top sales people often employ sales coaches to help increase their earnings. However, it’s a catch 22 situation. For many people, they need a sales coach to get themselves to a position where they can afford a sales coach! I believe this book bridges that gap and I look forward to hearing your success stories.