Sales Training
Many sales managers and executives have the following problems:
They don’t have time for sales coaching
They have no money for coaching
They think that their support staff trains salespeople sufficiently
They are not sure what sales coaching should bring
They believe that their salespeople already know everything
They had bad experiences with the previous coaching
They are afraid of their position being compromised
In order for any business to succeed they need to have the right sales planning, the right strategy, and the right execution of these things. Siegbert Till Coaching helps its clients expand and grow by providing them with all three. We know how important it is to have the right plan, if your plan is wrong then every step you take will be in the wrong direction as well. This moves companies away from their objective instead of towards it. We study our clients deeply before suggesting any plan because we have to ensure that we have all the variables in check.
Once we have a plan, we work with our clients on creating a strategy. Many people think strategy and plan are the same but Siegbert Till Coaching knows better. We know that plan is what we try to achieve and strategy is how we are going to achieve it. Let´s do it!
Siegbert Till Coaching – we help companies assess their skills and choose a new direction which utilizes the talents of the team and resources most productively.
More sales through innovation coaching
Companies seem to dislike the term ‘INNOVATION COACHING’ because it represents previous failures. The truth is that innovation coaching represents success at realising that the company needs to generate new and different ideas. The only time the company fails is when it is not possible to do a turnaround anymore. We help companies pivot into more profitable directions where they can expand and grow. It is inevitable that companies will end up making a few mistakes; we help them correct these mistakes. We help companies turnaround their non-profitable ventures into something that benefits them. Our speciality lies in understanding what makes a company unique and what makes it tick.
Your business growth correlates directly to your sales growth. Without outside perspective and experience, your sales experts can’t learn how to navigate change, and they don’t learn how to avoid dangerous pitfalls.
We will help you set goals, and formulate the strategies you need to achieve them. Furthermore we will help you to prepare your sales mindset to future changes and developments. We become an essential catalyst in your sales growth. We help you to become the best version of yourself and to transform your knowledge and experience in substantial business growth, and isn’t that the wisest investment you can make?
In sales coaching, the following 7 Rules of High-Performing Sales Coaching are fundamental.
- ANALYSIS
First, the sales coach makes a thorough investigation of the company’s philosophy and structure. Where are the strengths, weaknesses, threats and opportunities? With the view of an outsider, the sales coach is more open to see the company from a different viewpoint.
2.) DEFINITION
Sales coaches help companies to create a basis to develop goals and strategies that maximise sales results. Defining the right goals and strategy is critical to the seller’s success. If sellers have a strong desire of their own to achieve their goals, the target will motivate them forward to reach their full potential.
When a sales coach recognises a salesperson’s motivation, he or she can further promote it. The coach helps the salesperson to discover and strengthen his potential. He shows him how he can achieve his set results through self-responsibility.
Sales coaches also help salespeople to plan goals and execute and revise the action plans.
- MOTIVATION
The sales coach understands the motivation of each salesperson and takes action to maximise them.
Some sales managers believe that a quota and compensation plan is enough to motivate their salespeople, but that’s just not true, and it’s not only money that makes the world going round. It is the sales coach’s job to determine what motivates a salesperson.
- CONSULTING
Sales coaches advise salespeople and help them find their own answers, but they also know when to offer direct advice on specific situations.
Sales coaching includes, depending on the situation, coaching, consulting and mentoring.
The challenge is always to develop the full potential of the coachee and to use the best tools to do so.
Depending on the coachee’s knowledge and expertise, the sales coach must decide which role suits best for him – the coach, mentor or consultant or all together.
The less experienced salesperson must learn more about sales basics than an experienced and successful salesperson. The more experienced the salesperson is, the better is the coaching approach to fine-tune the knowledge and skills of the senior salesman.
- EXECUTION
Sales coaches help salespeople develop habits that enable them to achieve their goals better and faster.
During the execution, the sales coach receives crucial information about the performance of sales knowledge. Not everything that is theoretically clear will be transformed into sales success in real life.
Developing and changing habits sometimes feels that it requires superhuman efforts. This is one reason why sales coaches meet with salespeople frequently and regularly to check developments and create more milestones.
The more salespeople know that their behaviour is being observed, the more likely they will exert themselves much more.
- DEVELOPMENT
Sales coaches evaluate the needs of the salespeople for qualification, knowledge and experience development and promote the personal responsibility of the salespeople for their real potential development.
When coaches help salespeople understand the current state of their skills and their potential, they can create a new basis for more professional success. The sales coach supports his coachees with what they need, and they generate development and action plans together. Personal motivation is a critical factor for more success and professional stability.
Some managers often focus on immediate sales effectiveness, but it is important to remember that changes do not happen overnight. Success requires effort and development in the long run.
- CONTROL
The sales coach develops a complementary control program and challenges the coachees to achieve more. The coach works with sensitivity and skill to show the sales team how, with the right coaching and motivation, they can achieve even better results. Finally, the coachees learn to revise their activities to improve and adapt their sales skills.
With motivational support from a good coach, a salesperson can maintain a high level of energy and action over a more extended time and then make this his habit.
Coaching for more sales success
Today’s salesperson is an artist, a problem solver and business developer for his customers. More and more companies and sales managers rely on coaching as a vital solution. And when will you? Corporate coaching is very successful for the majority of companies, and you can expect for the investment in sales coaching a higher ROI than without coaching.
Why can you expect a much better result with sales coaching?
Sales coaching is not only essential to support your salespeople but actually for all employees in certain key positions. Sales coaching is not only showing how to sell, but also revealing sales opportunities and how to develop and execute them in the best way.
In these times, sales teams are struggling with tough sales markets, missed sales targets and lost opportunities. We are no longer in the time where companies get their orders easily – we are in the time where sales must be discovered, developed and executed together with future customers or markets.
Successful sales coaching
Today’s salesperson is no longer in a passive waiting position, but must actively enter the market, create and build the business. He must get a feeling for what his customers need and create value for them. He must forge alliances to present and sell his customers more than his products or solutions. The salesperson must think first and foremost about how he can help his customers earn money and survive in the rough sea of competition.
| COMPANY | SALES LEADERSHIP | SALES TEAM | SALES EXPERT |
|---|---|---|---|
| Fruitful sales environment | Be a better leader | Elite Team Thinking | Negotiation |
| Products & Services | Communication | Strength Combination | Presentation |
| Elite Team Building | Mastermind Team | Knowledge Base | Knowledge |
| Marketing | Decision-Making | Communication | Communication |
| Sales Planning | Presentation | ||
| Sales Expansion | |||
| Marketing | |||
Subjects Covered
Is it art, or is it science? I guess it is both. The subject sales is undergoing continuous changes, but the principle will always be the same: Someone gives someone something for something.
Is it that easy? Not at all! Selling can be a huge challenge, depending on the circumstances. Now we are looking at some of these sales problems, and we show you how to resolve them. Some experts define marketing as “a set of techniques and strategies that aim to sell products or services by finding the best way to do so.
In fact, marketing is all that helps you sell your products and services more and better. How do your employees and potential customers see your brand and the products or services you offer? How do they communicate your messages internally and externally?
But no matter what plans or strategies they want to apply to their products and services, one point is always of the utmost priority – your employees. If they manage to get your employees excited about the products or services, then they’ll be communicating it to the outside world. The best sales program cannot work if people do not carry it.
Few companies know this because they treat their employees well, and they do their job well. Every theory and every plan is doomed to failure if it is not breathed life into it by the people involved.
What happens to most small and medium-sized enterprises, entrepreneurs and autonomous individuals?
Many small and medium enterprises have no idea how to deal with the people first, who are then responsible for the execution of the plans and strategies.
We can help you build the right sales and marketing plan.
Let’s work together on sales strategies and conquer the markets!
Let’s us take a closer look at a few challenges:
Overview:
1.) Sales Preparation
- Product and Services
- Marketing Support
- Sales Team
2.) Prospecting
3.) Selling
4.) Following-Up
Sales coaches understand the underlying motivators of each individual seller (as not all sellers are motivated by the same things), and take action to maximize it.
Coaching Objectives
Build strategies to win the most important sales opportunities consistently
Sell a persuasive vision by answering the four value questions
Succeed with multiple decision makers and satisfy their decision criteria
Create urgency to move forward, and to move forward with you
Respond to and overcome common objections
Identify the best opportunities, and use the necessary resources to win them
Create action plans to capture opportunities of various priority levels
Differentiate your organization and offerings
Focus on winning based on value, not price
Maximize the value you can provide the buyer
Coaching sales people to sales champions!
Do you want to discover and use your true sales potential?
If so, our coaching is right for you, and if you use what we show you, you will make gigantic progress in your life. Get started with fresh energy, more knowledge, motivation and success. This coaching is for you if you want to improve your sales and if you need a motivational shove or some inspiration to recognise and use your true potential.
Being successful in sales is the basis for growth and expansion. When you will experience true success, then the work was already worth it.
We are specialists and we are happy to share our knowledge and our experience with you.
Structure of result-oriented processes:
1 Clear and detailed definition of the end-result
2 Planning of the resources
3 Prioritisation and preparation of alternative resources
4 The setting of milestones and deadlines
5 Organising resources
6 Starting the process
7 Course control and evaluation of improvements
8 Reaching the desired result
Build your future with Siegbert Till Coaching
YOUR FUTURE
In a few seconds, this very moment – now – will be part of your past. Whatever you are now thinking and doing directly impacts your future. As you see, we’re not just speaking about the last few days, weeks, months or years, rather about the last seconds, minutes and hours.
The past always leaves behind tracks. Even if you master happiness, old uncertainties and fears will always remain part of you; you’ll simply know how to deal with them. Winners see their fears as chances for development and do all to make use of them.
POLARITIES
In the law of polarities, you learned that the one can’t be without the other. Where there’s good, there’s also evil, and where there’s happiness, there’s also unhappiness. Get your own inner images of happiness ready to replace unhappy images. Use a collection of anchors and gather all the happy moments of your fantastic life.
YOUR ATTITUDE – PMA
The key to a happy and successful life is a positive mental attitude. Simply be confident of victory in every situation – you’ll always win something out of it. Be optimistic, positive and search for pathways. As I’ve already said: don’t explain why something won’t work – find ways to make it work. Gather the magical moments of your life and enjoy your fascinating, exciting life with all your sense and in every moment.
YOUR ENVIRONMENT
Surround yourself with people, who will support you in your development. Search for and find them! If you can’t find what you need for your progress where you currently are, go somewhere else. If that’s not a possibility right away, put it at the top of your priorities. A palm tree doesn’t grow in the Antarctic, and you’re not going to find a polar bear in the desert. Everything needs the ideal environment. Search for and find your ideal living environment!
VISUALISATION
Close your eyes and imagine a white screen. Be the director of your own film and play back all your happy moments. The more often you do that, the more vividly and precisely you’ll be able to imagine what you wish for. Believe in the power of visualisation.
GOALS
Always remember your goals and make them into your mantra. Be thankful for every success and don’t let anyone keep you back. No one has the right to tell you how you should live. Responsibility is freedom and you alone can decide how free you want to be.
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