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Master the Art of Sales Coaching Course #3 (Self-Directed)

Kurlan & Associates
Training overview
Professional Course
E-learning
16 hours
From 795 USD
Start dates
Online
795 USD
Start anytime

Course description

Master the Art of Sales Coaching (Self-Directed) 

The Sales Management Course is all about coaching. The lessons are derived from actual coaching conversations with actual salespeople and contain hours and hours of role play for you to model. This is what great coaching looks and sounds like!

There are approximately thirty lessons (with more being added all the time) each with a video introduction explaining the lesson, and each with a recorded spontaneous, unscripted role-play.  The role-plays demonstrate how to coach up different types of salespeople, of varying abilities, by using role-play to demonstrate what good sounds like.

Who should attend?

This course is suitable for:

Sales Managers

Regional Sales Managers

National Sales Managers

Sales VPs

Worldwide Sales VPs

Sr Sales VPs

Chief Revenue Officers

Sales Directors

Division Sales Managers

Training content

Welcome to the course!

  • A message from Dave Kurlan - author of Baseline Selling
  • How to use this course
  • Before we begin...
  • Use This Worksheet to Help with Each Lesson

Coaching to More Effectively Schedule Meetings by Phone

  • About the Next Coaching Conversation
  • Cold Call with Perfect Introduction, Positioning Statement, and Discussion
  • About the Next Coaching Conversation
  • Coaching to Improve First Calls to Schedule New Meetings
  • About the Next Coaching Conversation
  • Tweaking the First Call
  • About the Next Coaching Conversation
  • Handling Put-Offs
  • About the Next Coaching Conversation
  • Setting Expectations for the 1st Call or Meeting
  • How to More Effectively Handle a Cold Prospect Initiated Request for Pricing

Coaching to Help Reps Have Better Consultative Conversations

  • About the Lessons in this Chapter
  • About the Next Coaching Conversation
  • Uncovering a Compelling Reason to Buy
  • About the Next Coaching Conversation
  • Request for RFQ - Improving Listening and Questioning Skills
  • Just Wanted to See What Other Options are Out There
  • About the Next Coaching Conversation
  • Taking Advantage of SOB Moments
  • About the Next Coaching Conversation
  • Using the Correct Words to Create Urgency
  • About the Next Coaching Conversation
  • Monetizing the Problem
  • About the Next Coaching Conversation
  • Achieving Three 2nd Base Milestones Simultaneously
  • About the Next Coaching Conversation
  • Key Questions about Timeline to Shorten Your Sales Cycle

Coaching Reps to Be More Effective Qualifying

  • About the Lessons in This Chapter
  • About the Next Two Coaching Conversations
  • Will the Prospect Pay More?
  • Getting Them to Pay More When They Only Care about Price
  • About the Next Coaching Conversation
  • Getting to the Decision Maker When You Can't
  • About the Next Coaching Conversation
  • What to Say When They Just Want a Quote or Proposal
  • About the Next Coaching Conversation
  • How to Avoid Happy Ears on Budget and Interest

Coaching Reps to be More Effective at Closing

  • About the Next Coaching Conversation
  • Getting the Parameters Correct
  • About the Next Coaching Conversation
  • What to Do When You Get Sent Down, Build Consensus, and Then Can't Close the Decision Maker
  • About the Next Coaching Conversation
  • Prospect Isn't Ready Yet
  • Unable to Get a Decision Despite the Urgency

Coaching Reps on Miscellaneous Other Selling Challenges

  • About the Lessons in this Chapter
  • About the Next Coaching Conversation
  • How to Get Influencers to Influence When They Appear to be Ambivalent
  • About the Next Coaching Conversation
  • Prospect Went Silent After Learning about Problems During the First Meeting
  • About the Next Coaching Conversation
  • Authenticity and Selling Value
  • About the Next Coaching Conversation
  • How to Get a Prospect Who Won't Share to Share
  • About the Next Coaching Conversation
  • How to Build ROI

Course delivery details

This course is self-directed so you can move as quickly or as slowly as you are comfortable.  There are thirty (with more being added) recorded live role-plays covering just about every coaching scenario you can imagine, from all stages of the sales process.  These role-plays run from as little as five minutes to as much as thirty minutes with the average role-play lasting for around fifteen minutes.

Why choose DKA?

200 industries

More than 10,000 salespeople trained

27% average increase in revenue

About DKA

Kurlan & Associates

Kurlan & Associates helps companies grow revenue and profit with practical, memorable, enjoyable, unique, scalable, sales, sales management and sales leadership training programs and consulting. Kurlan works with companies of all sizes, in more than 200 industries, and all B2B...


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Contact info

Kurlan & Associates

114 Turnpike Rd, Suite 102
01581 Westborough Massachusetts

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kurlanassociates.com

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