Q:These days there are a lot of news on Coaching. Many people are saying it is good for everyone to have some of its skills. I wonder whether sales people can benefit from it. So far, thereis little information on this.It will be interesting to know whether this can be used to better the selling skills of my sales people. Can you help to throw some lights in this?
A:The short answer is sales people will benefit greatly when they have coaching skills. In today’s world of selling, they need to be good conversationalists to build rapport with people as wellas be discerning to know their needs accurately.
The focus in getting coaching skills lies in sharpening their listening and questioning, which everyonerequires. When they have them, talking becoming lesser; unlike in the early days of selling. They will then know what prospects are really looking for and this will enable them to propose the right products to them.
They will also be able to ask the right kind of questions to probe deeply, and even be able to raise the prospects’ self-awareness on what the products can do for them.
POWERFULQUESTIONS
- What do you expect your sales people to do?
- How much are they meeting these expectations?
- What will help fill in the gaps?
- What are you prepared to invest in them?
Corporate Coach Academy is the largest generator of ICF Coaches in Malaysia.
It has the best leadership coaching programs, providing coaches with the necessary business skills to complement their coaching expertise.
The coaching programs are available in 3 different learning options.