Sales Qualification By Coaching

Turn Prospects Into Customers and Opportunities Into Sales.

Qualifying Sales By Coaching

The Sales Professional who really knows his trade evolves into a coach – helping the client to buy in the best way and get the best result.

Like most of the stuff you’ll find in this blog this concept is counter intuitive, counter cultural – it doesn’t make sense! After all there’s so much B/S talked about confident, assertive selling – all that macho nonsense about cold calling, total confidence, pushy, off putting bravado most “sales coaches” come out with. If there is a single best reason for not buying, let alone reading, that crap it’s this.

I always try to walk in my customer’s shoes.

Being quite a reticent intellectual type of guy bravado never sits that well with me. I always like to sell the way I’d like to be sold to. I don’t want to be bullied. I don’t want bluster. I don’t want B/S. I just want to know the best way to get what I want. Sales people who take the trouble to find out what I know, understand what I want, and show they have the skills to help me get it don’t have to ask for the order.

When I’m buying I’m looking for a coach. Somebody who knows more about the subject than I do and can help me reduce the risk in my purchase. And my guess is you feel pretty much the same way.

Here’s where the qualification comes in. Not all buyers are like me. Some like to think they know more than I do and that becomes a risk factor for my sales process. Can I get the customer wanting my coaching? If the answer’s yes we’re good to go. If it’s no – well maybe there are other deals where I can invest my time with a better chance of ROI.

Successful selling isn’t about macho. It’s about return on investment.