Many times a post like this is written by someone who would like for you to believe that they are a perfect specimen when it comes to coaching.
Truth be told, I struggled with it during my early years in sales.
Quite frankly my ego didn’t allow it and that was a huge mistake.
So if you have a hard time with being “coached”, I’ve been there!
So HOW does an aspiring sales rock star become more coachable?
Let’s use an abbreviated version of my 3 step Accelerated Performance Framework to explore HOW!
Step One Mindset
Stop viewing coaching as someone picking on you or that somehow you suck because someone offers you coaching.
Your favorite sports teams have coaches.
Your favorite singers have vocal coaches.
I’ve been in the business world for 35 years and I have 2 coaches.
Replace that thinking with a mindset of being a humble student.
Replace that thinking with a mindset of doing something MOST of your competitors lack the balls to do.
And a HUGE part of the mindset is NOT pushing back and getting defensive when coaching is offered.
Lastly, allow yourself to be vulnerable enough to ask for help, but that’s covered in;
Step Two Information
Ask your boss to listen in on a call, ride along with you (perhaps after the pandemic?), review a recorded Webex.
Ask a coworker to review an email, put a second set of eyes on a proposal, review a recorded call or Webex, etc.
Ask your clients why they buy from you and what you could do better.
When you lose a deal, ask “Why?”
Time Out! Remember that step one had to do with your mindset towards these “coaching moments”. With that in mind, if you push back, get defensive, or sh*tty in any way, you not only shut down the coaching process;
You discourage the other party from being honest with you in the future.
Take your medicine!
Step Three ACTION
This step can be a challenge for many people because they’re used to CONSUMING information instead of ACTING on it!
Take the feedback you’ve been given and do something with it immediately!
Get the action steps on the calendar and treat it with the urgency of a client appointment. You wouldn’t break an appointment with a client, right? Give yourself the same respect!
Mark your path by putting this all in your journal.
Make note of what’s working and what isn’t and then;
Repeat the 3 steps you were just taught!
I hope this helps!
You’re NOT Selling As Much As You’d Like To!
You know that you’re capable of BETTER sales results but for some reason;
It just ISN’T happening for you!
I’ve been there and quite frankly, it sucks!
Wait a minute, a sales coach is actually admitting that they’re human?
Yep, and I’ll go a step further and promise you that when it comes to dumb sales mistakes, you could NEVER out dumb me!
Seriously, I made some EPIC ones when I first started selling, but;
Having sold for 30+ years and having read over 1100 books on sales, psychology, personal improvement, leadership, learning, coaching;
I’ve also;
Been a top 20 sales rep and have taken two of my sales teams to the top 20!
I’ve coached, mentored, and trained 30,000 sales reps, sales leaders, and business owners who have experienced breakthroughs they never thought possible!
WARNING!
I’m NOT Your Typical Coach!
I work with my clients in a very different way than traditional coaches!
A traditional coach will ask you lot’s of questions, and lead you on a path of self discovery, while providing you with very little of what experts refer to as “ANSWERS”!
By the time people reach out to me, they have lots of questions of their own and could sure use some answers. That’s why I created a very different coaching format.
Here’s what our time together would look like;
We’ll start off with a quick update from you. I’ll want to know what you’ve been up to, what’s challenging you, opportunities you’re in front of, etc, so we can brainstorm.
Next, we’re going to have some accountability by reviewing the action items from our last session.
We’ll then dive right into either a sales lesson I’ve prepared for you or brainstorming a current challenge or opportunity you’re facing.
We’ll conclude the session with you telling me what you feel your action items should be. My job is to make sure you aren’t babying yourself while at the same time, aren’t working yourself into an early grave!
Each session is approximately 45 minutes.
Between Sessions
I’ll ask you to email me an update on your progress. You’ll receive feedback and additional email support. Our relationship will always extend beyond that time when the proverbial “meter is running”.
You’ll also receive occasional reinforcement emails, content, etc from me.
RAVE REVIEWS
“Paul ISN’T for everyone! If you’re extremely sensitive, Paul isn’t your guy! But if you’re willing to challenge your old habits, and really work to implement new action items, Paul will make you a better boss, and a better salesperson “
Pete Primeau President, Primeau Furniture Sales
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Investment: $1999
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