|
The Sales Coach – Selling Tips From the Pros is a compilation of tips from seasoned sales professionals who are also speakers and trainers. This handbook contains practical ideas and techniques that salespeople can use to be more effective in any situation. The title here is misleading, in that this is not about coaching as in using a professional coach. It is about ways to be more effective, some of which are also used by professional coaches.
The table of contents is comprised of a series of chapters by individual authors which cover such topics as:
- Presentational Selling
- Time Management
- Goal Setting
- How to Market Yourself
- Networking
- Effective listening and questioning
- Negotiating
- Communication
In particular, I identified with the effective listening and questioning as the ‘new way’ of selling – which can be viewed as a ‘facilitative coaching’ approach. Self-coaching or self-management can be described as the focus of this handbook.
How do you see self-coaching and self-management in relation to effective selling?
Vikki Brock, Ph.D, MCC
Director, History and Archive Division
Tweet This
Email to a friend
