A sales coach is only as good as the action you take

Last week I spoke to a director who had spent €15,000 on sales coaching.

The result?

Lots of insights. Great conversations. Improved self-image. But zero change in results. And by results, I don't mean euros, but four concrete things:

1) Take your customer seriously. So, be truly willing to think "in reverse." Look at your questions and offering from the customer's perspective: would I buy this myself? This requires a confrontational yet inspiring coaching style to shake you out of your "I'm the best and we have the only top product" bubble.

2) Gaining “sales” confidence: from doubting and procrastinating to putting aside the fear of rejection and approaching customers: sales is a “do” science… This requires that I can discover your “do” driver: when are you willing to take action?

3) Taking effective action: so don't just train the right sales skill, but above all, apply it effectively. This requires me to inspire you to enjoy and test "open doors" often. There are many sales techniques, but which one suits you best?

4) Understanding how to engage your client: this is where many trainers and coaches often lose interest: they are not interested, they don't have experience, or even worse, they can't sell themselves! Sorry if I'm a bit cynical, but they know a proven sales method. This is exactly what gives sales a bad name: learning "tricks." NO, a method as a trainer only becomes valuable if it's feasible, executable, and specifically applicable to the trainee's CLIENT situation...

This is where I make the difference. I've been there myself, hands-on, and have learned many lessons.

So sure, we can look at your "motivations" and your "behavioral profile" with the dozens of analysis tools available on the market, breathe together, but... as a coach, I'm only as good as the action you ultimately take.