Coaching Salespeople into Sales Champions - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Coaching Salespeople into Sales Champions write by Keith Rosen. This book was released on 2010-06-03. Coaching Salespeople into Sales Champions available in PDF, EPUB and Kindle. Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation. You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster. Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.
Sales Leadership
Sales Leadership - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Sales Leadership write by Keith Rosen. This book was released on 2018-09-25. Sales Leadership available in PDF, EPUB and Kindle. "Coaching is the universal language of learning, development, and change." Imagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching Framework™, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide. In the first book ever titled Sales Leadership, you'll master the ability to: Ask more questions, give less advice, and build trust and accountability to rely on people to do their job. Reduce your workload and save 20 hours a week on unproductive and wasteful activities. Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos. Achieve business objectives, boost sales faster, and retain more customers. Create buy-in around strategic change and improve daily performance metrics. Assess company readiness and ensure implementation of a successful and sustainable coaching initiative and create a healthy, happy workplace. "People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable."
Sales Coaching
Sales Coaching - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Sales Coaching write by Linda Richardson. This book was released on 1996. Sales Coaching available in PDF, EPUB and Kindle. Written exclusively for sales managers; this brief; concise primer will help turn managerial skills into those of a top-notch teacher; motivator; and mentor - someone who gets results through inspiration and example. --
The Complete Idiot's Guide to Closing the Sale
The Complete Idiot's Guide to Closing the Sale - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook The Complete Idiot's Guide to Closing the Sale write by Keith Rosen MCC. This book was released on 2007-02-06. The Complete Idiot's Guide to Closing the Sale available in PDF, EPUB and Kindle. Traditional and gimmicky closing techniques are dead. Never be scared or reluctant to ask for the sale again and enjoy the confidence and peace of mind in knowing you have a process that works. Tap into Keith Rosen’s unique, permission-based approach to having a selling conversation with your prospects that fits your style rather than having to “pitch and close.” This book gives you the edge over your competition by showing you, step-by-step, how to get to “yes” more often by aligning your selling approach with the prospect’s preferred buying process and communication style without any pressure, manipulation, or confrontation. You’ll also get exactly what to say in any selling situation, as well as the dialogue that the world’s greatest salespeople use to defuse objections, ask for the sale, and close the deal. Plus, more than 100 case studies, templates, and scripts you can use with Keith’s powerful process-driven selling approach. Discover: - The five steps that make your sales presentations objection-proof. - A step-by-step system that prevents cancellations, improves client retention, and boosts referrals. - Proven, permission-based closing strategies that get more prospects to “yes.” - The real reasons for price objections and why dropping your price will lose the sale. - Three steps to defuse every objection, especially the ones you create. - Questions you’re not asking that turn more prospects into clients. - Effective negotiation strategies. - A proven method to boost your confidence and self-esteem—permanently.
The Complete Idiot's Guide to Cold Calling
The Complete Idiot's Guide to Cold Calling - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook The Complete Idiot's Guide to Cold Calling write by Keith Rosen MCC. This book was released on 2004-08-03. The Complete Idiot's Guide to Cold Calling available in PDF, EPUB and Kindle. Does this sound familiar? “If I could get in front of the prospect, the rest of the selling process becomes easier. It’s just getting in front of them that’s the challenge.” The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort, but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results. If you are prospecting the same way you have been for the last several years (including the “calling to check in, touch base or follow-up” approach) or haven’t been prospecting at all, you’re simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don’t like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling. This Complete Idiot’s Guide® will show you how to: • Utilize the seven steps to a permission-based cold calling conversation so that you don’t have to push your presentation and hope there’s a fit. • Create winning voice mail messages that will ensure more return calls. • Develop your MVP (Most Valuable Proposition) that separates you from your competition. • Craft the Compelling Reasons that would motivate a prospect to speak with you. • Prevent and defuse initial objections, such as “I'm not interested,” “We don't have any money now,” or “Call me back later.” • Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives, and natural talents rather than taking the generic, “one size fits all” approach. • Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
