Professional Coaching: Sales

What is sales?

As a salesperson, your job is to structure a conversation in a way that allows someone to make a clear and confident decision about a solution to a problem. The thing that is going to cloud the decision making process is “loss aversion” - people fear a loss more than they desire the equivalent gain. In sales, prospects are afraid of losing money, and they are afraid of losing face. They don’t want to buy something, then wake up tomorrow to find out something better just came out. They don’t want to feel like they made a foolish decision. Some people are so afraid of making a foolish decision that they will delay making that decision forever.

An effective salesperson clarifies the decision by making the solution so obvious that the only foolish decision is to say “No.” We make the solution obvious by using a framework to simplify and contextualize the problem, then by demonstrating step-by-step how our solution effectively removes each barrier to success. When the solution is that obvious, only a fool would say “No."

When you can clarify the decision making process in a way that leads to your client saying “Yes” to the perfect solution, you provide tremendous value to the people you work with, and people will be lining up to do business with you.

Master Your Craft

Together we will take a systematic approach to structuring your sales conversations in a way that makes it easy for your customers to say “Yes!” to the right solution. You will develop the skills you need to get the results you want: building rapport, discovering needs, presenting solutions, asking for the sale, and overcoming hesitations.

We will create a framework that identifies, simplifies, and contextualizes the problem you help your customers solve. And we will use that framework to help your clients overcome loss aversion by clarifying the decision making process in a way that provides them with so much value that they will be eager to recommend you to their colleagues and friends.

Are you ready to take ownership of your career and master your craft?