Sales coaching advice comes in handy when you’re so close to closing the deal—but then you hit a roadblock with the prospect, and the finish line moves farther away. Here’s how to cope with the rough edges that sometimes snag the sales process—and smooth the way to the sale.
Put yourself in their shoes
Many times, that tense feeling you experience with a client or prospect is a matter of not seeing eye-to-eye. If you’re focused on hitting numbers rather than providing the value your client is looking for, the only action you’ll see is your prospect moving on to someone else.
So try this sales coaching advice: Put yourself in the client’s shoes for a minute. Who are their clients, and what are their needs? What are their expectations? Their fears? What sort of things would you value in a relationship with a vendor? These are just a few things you can keep in mind to put yourself in the mindset of a buyer.
Check your ego at the door
Coming into a conversation believing that it’s your way or the highway is a sure way to see a prospect hit the road, fast. While it’s good to have an opinion (and your client will expect you to have one), flashing self-righteousness is a no-go.
Remember, business in itself is a learning process. You may be an expert in your field, but there’s always something new to learn—from books, conversations, conferences, and classes. If nothing else, be kind to your prospect, even if the deal doesn’t go through. Take this sales coaching advice to heart: The world isn’t just flat—it’s small.
Just ask
Show your cards. Put them on the table. Ask your prospect what needs to happen in order for you to move forward. This honest vulnerability can help you and your clients build a better relationship, as content marketer Kathi Kruse notes on her blog. We’re not suggesting that all conversations need to be emotional (which sounds more like life coaching than sales coaching advice). But you need to find out what nerves you might have hit.
What are some of your tips for reducing friction in sales? Be sure to share them in the comments below.
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- The tips include:
- Recognizing Buying Cues
- How to Handle Follow up Calls
- Improving Conversations With Prospects
Patrick Hogan
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