Sales Coaching
How you listen, how you speak, the moods and emotions you portray and the body dispositions you carry impact how you perceive opportunities and circumstances, the judgments others have of you and ultimately, your ability to engage others, create interest, gain alignment and coordinate action!
Through sales coaching, we will recognize and nurture your strengths, as well as identify where the conversation breaks down and coach you to be masterful in all areas of the sales conversation that generate lasting partnerships, drive performance, and increase results. Coaching is the best methodology for challenging and supporting you to higher levels of performance.
Listening is the foundation of the sales process. It is the pre-eminent factor in communication, because even before someone speaks, they already have a listening, an existing interpretation, from which they speak. People listen through what concerns them and what they care about. How we listen impacts the results we are able to produce.
Coaching:
- Identify the internal dialogue that is limiting your success.
- Learn the habitual ways human beings listen.
- Shift from listening with judgments to listening with curiosity
- Shift from a “Me to You” perspective.
- Learn to listen complaints as un-communicated concerns and requests – leave people felling heard, taken care of and trusting in you.
- Learn to listen for what people care about, their commitments, and intentions and desired results.
Speaking is much more than uttering a string of words. The act of speaking always contains within it a series of actions.These actions have the potential to engage others, generate interest, gain alignment and coordinate action so that objectives are reached or delay progress and undermine success.
Coaching:
Communicate Powerfully:
- Distinguish between speaking that drives performance and speaking that undermines success.
- Learn 6 language tools enabling you to effectively engage others and coordinate action.
- Learn to deliver honest and constructive feedback in the form of contribution.
Powerful Questioning:
- Distinguish manipulative, agenda-driven questions from curious ones.
- Learn how to use inquiry to evoke discovery and insight into what people are concerned about and what matters most to them.
Powerful Presentations:
- Effectively communicate how your offering addresses what people are concerned about and what matters most to them.
- Expand your self-expression, present with passion and inspire others.
- Improve your ability to present one-on-one, in the boardroom or group setting.
- Learn how to own the room by engaging and interacting with the audience, using the power of tone, gesturing effectively, connecting eye- to-eye and being present.
Moods and Emotions are a core part of our frame of mind. Our moods and emotions affect the manner in which we listen and speak. Our moods and emotions affect the way we are listened to impacting our ability to engage others, create interest, gain alignment and coordinate action.
Coaching:
- Distinguish between moods and emotions
- Recognize and utilize six basic moods of life as a deeper level of emotional intelligence
- Examine the impact the six basic moods of life have on performance and results
- Use positive moods and emotions to have more effective and influential communication that builds relationships and long-term collaboration
- Engaging in constructive emotional leadership
Our attitude is embodied. The body is always active in the speaking and listening processes. In many powerful ways, posture can keep people trapped in negative moods and have a negative impact on listening and speaking. Our body posture portrays confidence or doubt, courage or fear, ambition or procrastination. People form judgments based on our body posture.
Coaching:
- Learn how small shifts in body posture can generate more constructive and productive moods and positive outlook.
- Learn how small shifts in body posture can produce more effective communication, enhance leadership and generate results.
- Attract your audience with a powerful presence and match your body disposition to your message.