Introduction
It can be tempting to assume that anyone who can perform a skill can teach that skill to someone else. But you'll know this is not the case if you have ever had to learn from someone who though an excellent performer, was an unskilled coach.
This programme introduces sales people whose jobs include a responsibility for coaching others, to the very rewarding skills needed to help others learn quickly, effectively and with enjoyment.
Learning Outcomes
On successful completion of the programme participants will be able to:
- Assess a learner's existing skill level
- Give and elicit feedback on performance
- Define learning objectives for sales professionals
- Identify where skill enhancement will raise sales performance
- Deliver sales coaching to enhance learning and performance
Programme Content
Planning sales coaching; learning and practice opportunities; the learner's current skill level; mental and emotional factors.
Skills for coaching; briefing, demonstrating, observing, listening, supporting, questioning, permission to get it wrong.
Sales skills coaching: meeting and greeting, building rapport, exploring needs, using sales aids, promoting benefits, queries and objections, questioning, listening, body language, closing.
Motivating learners; different preferences in learning.
Giving feedback: "backtrack" techniques, specific praise and reinforcement, criticism.
Eliciting self-review: encouraging objectivity, flexible viewpoints, eliciting examples and suggestions.
Challenging situations for the field sales trainer; "difficult" learners and what to do.
Reviewing and reinforcing learning; transfer of new skills to the job; continuous development.
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