Deal Coaching: Pre-Call Conversations That Can Increase Win-Rates (Free Offering)
Every salesperson needs a Yoda.
Conversations with salespeople before they have important meetings with key prospects is a vital function of every sales manager’s job. Without a process to follow, sales managers usually resort to a "do this, do that" type of 1-way communication with the salesperson. Telling is not coaching—it doesn’t not build skills or knowledge.
The sales manager's goal in these conversations should be to help the salesperson understand the current situation and build their awareness of the bigger picture that reps so often miss. They should make sure salespeople understand the alternatives for actions to take and what they can do to help the prospect move forward in their buying process.
In this lesson, Kevin Davis describes a 3-step method for having more productive pre-call coaching conversations with your team members. You will learn how to ask thought-provoking questions that can help your salespeople think more about the customer’s perspective and what the customer needs to know or do in order to take the next step of buying.
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Why choose TopLine Leadership, Inc.?
22% improvement in a wide range of sales management skills reported
85% of salespeople report being more competent in their job
Our trainers are experienced in selling, sales management, and course delivery
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TopLine Leadership, Inc.
TopLine Leadership offers sales manager training and sales training to companies around the globe. We have trained more than 35,000 sales managers and tens of thousands of salespeople. Our new online sales management training program—The Sales Manager’s Guide to Greatness—helps...