Why might your customers be uncomfortable with you coaching them?

Hello Subscriber,

All week, we’re looking together at why the best way you can sell is to coach your customers.

You now know that coaching your customers helps them to define more accurately what they’re seeking to achieve. You can then put these outcomes at the centre of your proposals.

But what happens if your customer doesn’t want to be coached?

In our email on Tuesday, I wrote about the way that many customers expect salespeople to answer their questions. How will these customers feel if a salesperson starts asking THEM questions?!

Here are three key reasons why customers might be uncomfortable with being coached by you.

1. Your customer feels embarrassed

2. Your coaching skills are still developing

3. Inflexible buying criteria

Let’s look at each of these briefly and end each review with one very clear piece of advice about coaching customers:

Seek their permission to ask some questions “to help you understand their situation better.”

1. Your customer feels embarrassed