Selling Strategies That Work

It's

2006.

Time

to

Win.

How To Coach A Salesrep Through a Deal

By Dave Stein, Author of How Winners Sell

Over many years, I've enjoyed the challenge and resultant rewards from successfully coaching salesreps through literally hundreds of sales campaigns. There were small deals, big ones, global deals, ones where my clients were called in the last minute when a vendor was eliminated.  There were deals with extremely complex political machinations.  In a few opportunities, business partners tried to cut my clients out of the deal. I worked deals with small companies who trounced a Goliath.  There were deals with very large companies who fought a hard battle against a nimble little guy who promised the world.  I've coached sales teams on how to successfully avoid getting into a price battle with a lowball competitor. I've worked with unbelievably talented sales professionals who regularly win $100 million deals, and those who haven't won anything for two years.

What about the sales managers?  Where were they?  Coaching skills are not necessarily a job qualification for sales managers.  Other managers were quite competent, but were focused on something else at that time, like winning another critical deal, filling a bunch of open headcounts, or just plain too busy to do an adequate coaching job.  As  I pose no threat to the sales manager they or their superior often call me in for this purpose. (I love what I do.  I don't want the sales manager's job. I only want their rep to win the opportunity.)

In this 2300+ word article I to share with you some of what it takes to coach a salesperson (or team) to win and hopefully give you some takeaways.

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(c) 2005 -- The Stein Advantage, Inc.

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