How Coaching Is A Way To Build Trust And Do Authentic Selling

Coaching and Sales: Are They Related?

What happens in a sales call? At its most basic level, a sales call is a conversation between a salesperson and a prospect about the purchase of a product or service.

This conversation navigates through a process where a salesperson

Understand the needs of the prospect
Help them relate to the solution being offered through their own product/service.
Overcome their objections
Finally agree on the purchase
The key underlying factors that help in the success of this process is how well the prospect opens up and shares their needs/concerns which in turn means how good is the salesperson in helping raise awareness about the prospects’ own situation/needs and stimulate thinking. The Prospect’s willingness to open up and respond to the salesperson’s questions depend on the extent to which the salesperson built their trust with them in the interactions preceding the sales call.

Building trust, raising awareness, helping make a discovery, sounds similar?

Coaching: A Way To Do Authentic Selling
Once in a sales meeting, I had given my everything. The pitch was great, I had the hook but suddenly, I don’t know what happened but the client gave me a cold shoulder and refused to accept my proposal. That incident taught me the value of being good while sitting across the table from a client. In that instance, I learned that one must master the art of the client/prospect discussion to be exceptionally effective as a salesperson.

Sales is just not selling the product, it is about making the people happy. The ultimate secret of sales is to change the conversation away from a standard sales strategy and toward a process that blends the structure of consultative selling with the art of a coaching conversation. The basic goal of a successful salesperson is to add value to the buyers’ life by making them happy.

A coaching approach to sales is establishing a connection between a sales expert and a potential customer that fosters respect, safety, challenge, and accountability. This relationship pushes everyone involved to find the best solutions and co-create successful and profitable outcomes for both the sales professional and the prospect wherever possible. These beneficial outcomes frequently have a positive impact on both company and life.

The crucial yard in sales is the symbolic three feet distance between you and your potential client. The inexplicable distance between you and the prospect will determine whether you make a sale or receive nothing in return for your efforts. Salespeople are constantly attempting to bridge that crucial yard. Highly effective salespeople have mastered the art of crossing that crucial yard with ease and consistency. Others are still irritated by their inability to cross the yard.