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Sales Coaches

Level Up Your Sales: Build a Training Program that Drives Results!

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Welcome to the fourth article in our Sales Management Building Blocks series.

By now, we’ve covered systems, structures, standards, and goals. But to truly drive success, you need a program that consistently trains and coaches your team. Ongoing training isn’t just a one-time event—it’s essential for the continuous growth and development of your team members and your business as a whole. After all, your sales team is the vehicle to reaching YOUR goals.

Here are a few One by One sales training …

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Supercharge Your Sales: Essential Tech Tools for Success!

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Welcome to the third article in our Sales Management Building Blocks series! This time, we’re focusing on technology and the structures you need to drive consistent sales performance.

When managing creative salespeople, organization and structure are essential. To avoid the peaks and valleys of sales performance, it’s crucial to implement tools and systems that prompt and guide sales activities, while also tracking actions and outcomes. Let’s explore some key structures every sales manager shou…

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Unlocking Sales Success: Key Metrics Every Manager Should Track!

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Welcome to the second article in our five-part series on Sales Management Building Blocks!

Let’s talk metrics. 

Metrics are the measurable performance indicators that reflect the actions your sales team takes and the results they achieve. To boost performance, focus on the key metrics that measure outcomes—and identify which areas are falling short of goals or standards.

Here are a few critical metrics every sales manager should be tracking:

Contacts/Traffic/Opportunities
This metric measures…

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How CAN Salespeople Respond to Objections?

Salespeople can respond to objections for what they are – objections. Objections indicate that there is some concern about the product, service or process that has not previously been discussed and settled.

The most successful salespeople have a strategy for handling objections, along with an understanding of the most common objections.

Having a strategy prevents responding in a knee jerk way, under pressure from the objection and the reaction to that pressure. There is confidence in being pre…

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How Salespeople Can Avoid Objections

Salespeople can avoid objections a couple of ways:

  1. Knowing the most common objections that buyers typically have about the product, service, process, or experience that they sell.
  2. Bringing those areas of possible concern up earlier in the process by asking about them as questions and part of the Discovery process.

There are salespeople who believe that if they don’t bring an issue up, then it won’t come up by the customer. Not so.

Or they keep their fingers crossed that there won’t be is…

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Why Do Buyers Object?

Buyers object and raise concerns because they have them.

Buyers tend to object because they are uncertain…of what the salesperson is saying, of what the product or service promises, of how to judge either of those to get to the other side of their uncertainty, of conflicting information (what they read online is different from what the salesperson is saying).

Buyers tend to object because they are fearful…of making a mistake that can’t be easily rectified, of spending more money to solve their…

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Selling also is Satisfying

Sometimes luck brings the right person into the showroom at the right time and the process moves quickly and a sale is effortlessly achieved. Sometimes that happens.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door. To stay present and focused, and to be patient and sensitive to the decision-making process of the custo…

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Selling also is…Frustrating

Selling is frustrating when all signs point to the sale happening, only to have life throw a curve (spouse got relocated and they are moving, found mold in the basement that will cost $25,000 to fix) and a sale that was expected this month evaporates. Or a great sale gets cancelled because the delivery staff made some errors that couldn’t be rectified quickly. Or a customer thinks that they color they saw on the sample in the showroom was different from the color of the sofa that was delivered, …

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Selling also is…Strategic

I am an unabashed fan of checklists…of goals…of action plans. They don’t guarantee success, but they surely contribute to it.

Selling is strategic, and consistent selling success is helped by an organized and methodical approach and a willingness to evaluate activity to see what is missing or can be improved.

Practice helps.

It helps to practice elements that are challenging. Asking discovery questions that direct the conversation and gather pertinent information is a stra…

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Selling also is…Challenging

Let’s stay on the theme of “selling is hard” for a little bit…

Selling is challenging because there is so much that is unknown and unpredictable, and even with skill development and practice as ongoing activities, there are still factors that can’t be anticipated, and the seller needs to learn the balance of being flexible and being intentional.

Selling is challenging because it’s people – buyers and sellers – who bring their own stuff to each interaction that colors how …

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