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How to use our product knowledge and market expertise to coach our customers

Why coaching customers is VERY different to conventional “discovery questions” - W/C 25 September

Hello Subscriber,

This is your Sunday Daily Sales Reset email. You are not required to read it or respond! You have the choice to wait until Monday.

However, you might take some time on your Sunday to look forward to next week. This might be a great way to prepare for the success you can expect with your Daily Sales Reset!

Question: What’s the single most common mistake made by people in sales roles?

My Answer: Across the 40 years that I’ve been training salespeople, the most common mistake I see being made by salespeople is that they spend too much time talking about what they’re trying to sell.

There are lots of reasons that lead to this fundamental error. And a whole range of ways of talking less about what we’re trying to sell.

Next week, my Daily Sales Reset emails will be about my personal favourite strategy for leading better conversations with our customers.

We’ll look together at how we can use our product knowledge and market expertise to coach our customers.

Daily Topics Next Week

Monday

  • How to use your product knowledge and market expertise to coach your customers.

  • Why coaching customers is VERY different to conventional “discovery questions”.

Tuesday

  • Why do salespeople spend so much time talking about what they’re selling?

  • And what should they talk about instead?!

Wednesday

  • What’s the primary outcome you should be seeking when you coach your customers?

  • It’s not the answer that most people might expect!

Thursday

  • Why might your customers be uncomfortable with the implications of you coaching them?

  • How to judge your level of assertiveness when coaching your customers.

Friday

  • Converting your effective customer coaching into genuinely compelling proposals.

  • And setting everybody up for success!

Saturday

  • It's time to celebrate your progress and relax!

  • Reflect on what you’ve learned and improved in the previous week.

Sunday

  • Introduce the theme of what to expect in Daily Sales Reset emails in the following week.

Questions to help you prepare for next week

  • As you look at your calendar for next week, what are the situations where you might coach your customers?

  • Looking at your current pipeline of opportunities, where might you choose to go back to improve a current proposal and unlock a stalled situation?

  • How might you work with your sales team leader and colleagues next week so that they can support and coach you more effectively?

We’d love to hear from you!

If you have questions or comments, it would be great to hear from you. Just hit reply and send me an email.

Have a great Sunday!

Founder & Leader

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