Should You Have Been There in the First Place?
leadershipteam
Thu, 09/05/2019 – 16:38
Authored by:
Colleen Stanley
There are many great coaching questions that salespeople and sales managers can ask when pre-briefing and debriefing sales calls. One that I often start with is: Should you have been there in the first place?
Many hard-working salespeople are working TOO HARD. They keep trying to sell to prospects that are never going to buy and then beat themselves up for lack of selling and influence skills. They start thinking they don’t have what it takes to succeed in sales.
You don’t lack selling skills. You lack self-awareness and understanding of why you choose to engage with prospects that aren’t qualified. That which you are not aware of, you are bound to repeat.
Stop the floggings and apply a healthy dose of reality testing when reviewing
