DEAL COACHING QUESTIONSEvery Sales Manager Should Ask
Deal coaching needs to be structured and have tangible outcomes…
...in order to be a mechanism for winning more deals and
improving selling skills
DEAL COACHING HAS TWO KEY OBJECTIVES:
Removing unqualified deals from the sales pipeline to better focus on other opportunities
1
2
Identifying where there are gaps in information and how to improve sales strategy
Addressing these two objectives helps sales people realign resources more productively
Use these five questions when embarking on a deal
coaching conversation
What’s the business need?1
Salesperson must be able to articulate how his solution solves the customer’s problem
Coaching Point: Help salesperson identify great questions to ask the customer
to more clearly understand the business need
What’s the unique value you bring?2
Salesperson must be able to articulate the unique value his solution provides
Coaching Point: Help salesperson develop and practice a
“Unique Value Proposition”
Who’s making the decision and what’s your relationship with them?
3
Salesperson must be able to identify and gain access to the real decision maker(s) early in the deal
Coaching Point: Help salesperson create a plan to identify and access
influential stakeholders who may be able to provide access to the decision maker(s)
How will the competition try to beat you?
4
Salesperson must be able to differentiate his offering from the competition
Coaching Point: Help salesperson develop a competitive advantage matrix
Why will you win?5
Salesperson must be convinced he has the best solution for the customer
Coaching Point: Work with the Salesperson to identify tangible reasons
why your solution is the best
Provide these five questions in advance to lead a productive deal
coaching session
The goal of the session is to identify opportunity gaps
If salesperson can’t answer these key questions, discuss removing the deal from the pipeline
Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.
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By Ray Makela
@RayAMakela