the coaching room call us now 1300 858 089

sales coaching and sales training

sydney

Level 29 Chifley Tower, 2 Chifley Square, Sydney

chifley tower sydney

melbourne

Level 27, 101 Collins Street, Melbourne

chifley tower sydney

brisbane - gold coast

The Coaching Room specialises in Sales Coaching and Sales Training for individuals and organisations in Sydney, Melbourne, Brisbane and the Gold Coast.

The Sales Problem

As Sharon Drew Morgan points out in her new book Dirty Little Secrets - why buyers can't buy and sellers can't sell and what you can do about it, sales people universally have a big problem. The sales problem is this; traditional sales methodologies (consultative selling, spin selling, The Dale Carnegie Sales Advantage method etc.) are actually creating the problems (eg. resistence to the sales conversation itself) that they claim to resolve. The reason? Buyers first need to figure out how to change the system that is maintaining the current environment before they can consider what needs to change and how what we are selling can help.

But the problem goes even deeper than that. It’s a very personal problem. We know this because we share that problem. It is a universal (human) problem.

We are focused on ourselves, our needs, our wants and our desires, rather than on our clients, our customers. We see them as objects, as a means to an end, as someone to help us achieve our goals, etc.

We can’t actually achieve results when we are focused on ourselves, our worries, whether or not we’ll get the sale, how much we will make etc. And we can’t focus on others (our clients, our customers) effectively (which a core requirement for success in sales) until we change.

Sales defined

Sales is about understanding and connecting with others, while facilitating a result. It is about rapport, presence and really being there for the customer or client in a way that works for them on many levels.

To do that we must get our way of being, our frames of mind right (our state of mind, our beliefs, our values, our thinking patterns etc.).

As Sharon Drew Morgan has stated repeatedly over the last decade in her ground breaking books and posts, we need to learn how to listen for systems (client and customer patterns) and facilitate the motivation and a decision to change the status quo. Only then will the customer be ready for our pitch or our presentation (our solution).

Sales is no longer valid as a push strategy ie “you need our product or service because…”. It simply no longer works that way. The new paradigm in sales is a pull strategy where the sales person first teaches the client to manage change. To do this, client focus is obviously key.

The sales coaching solution

Good sales coaching creates an environment for people to facilitate their own change. Coaching helps people change by helping them shift their way of being – by making the necessary changes to their underlying beliefs, values and thinking patterns. Without working through this first, any changes tend to be short-term.

It is only when we recognise that our way of being no longer works for us, that the world has shifted past our capacity to respond to it, that we will seek help to change the inner game.

For example if a contact centre team member takes sales calls but does not believe that they are “a sales person”, they may handle these calls quite poorly. To change this, the team member will first need to understand how their way of being (their beliefs, values, thinking systems) perpetuates the poor outcomes.

The Sales Coaching process itself addresses the frames of mind that are maintaining the current way of being and way of thinking. These are the things maintaining the sales person’s current performance. The coaching process is designed to transform thinking and performance (results).

To experience sales coaching, contact us to arrange a coaching session with one of our Sales Coaches on 1300 858 089.

Sales training solutions

Over the past few years we have worked with some 4,500 people from organizations such as Telecom New Zealand, AAPT, Raine and Horne, Barton’s Real Estate Management Consultancy International, Red Balloon, Kent Removals, Aussie Farmers, Cellarmasters, The COI group and many other companies to facilitate change in the effectiveness of their people’s approach to Sales.

Our Facilitative Sales Training programs are designed to facilitate change for groups and teams.

Our coaching and training programmes provide an excellent Return On Investment (ROI) in terms of sales productivity, sales effectiveness and retention of talented sales people as well as valuable clients. You may ask to speak with one of our clients to better understand this for yourself.

To experience or discuss our sales training workshops, contact us on 1300 858 089.

Sales development diagnostics

Our sales coaches and trainers are also accredited to use a variety of leading assessment diagnostics and 360-degree feedback diagnostics to help your sales people get greater insight into their thinking patterns, values, beliefs, current skills, resources and capabilities.

Our diagnostic assessment tools include:

Your Sales outcomes include

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