One Thing in Sales Coaching...

When I coach salespeople there's one key thing I'm aiming for...

and it underpins everything.

I'm looking for them to 'breakthrough' their own limitations.

This may take the form of a series of lightbulb moments.

It can also be quite a dramatic moment, when a massive switch seems to goes off. 

Much like therapy.

The therapist is aiming to guide the patient towards a change in perception to a set of better, more empowering beliefs. 

When I train salespeople I'm aiming to change their perception of themselves.

Which is usually the root cause of most sales problems. 

Not picking up the phone, failing to close business, struggling with objections, or discounting too much are most commonly symptoms of a much deeper problem.

Behavioural change doesn't happen overnight.

But when the penny starts to drop...the salesperson's behaviour starts to reflect that. 

They begin to increase their self-awareness, their self-regard & emotional intelligence which is underpinned by a much stronger mindset. 

And that comes through their voice, tone, demeanour, & body language.

Which in turn fundamentally changes their interactions with prospects.

...and most people think sales training is just a few sessions on objection handling & closing! (actually some is - but that's more akin to putting a plaster over a gaping wound).

#sales #beliefs #behaviorchange