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

Hello Subscriber,

This is your Saturday 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 Saturday to reflect on all you learned and improved last week. This might be a great way to relax into the weekend as you celebrate progress with your Sales Reset!

Let’s look back on everything that you practised. Here’s a summary of our topics from last week:

• Monday:

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

  • Practice - In conversations with your customers today, use your specialist knowledge, market awareness, insights and experience to ask them some great coaching questions!

• Tuesday:

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

  • Practice - STOP talking about what you’re selling, stop answering all of the customers’ questions and instead, coach them about what they’re trying to achieve.

• Wednesday:

  • Topic - When you coach your customers, what are you trying to achieve?

  • Practice - Lead your coaching conversations with the goal of helping your customers define the outcomes they’re seeking in terms of objectives and key results.

• Thursday:

  • Topic - Why might your customers be uncomfortable with you coaching them?

  • Practice - As you coach your customers, seek their permission to ask some questions “to help you understand their situation better.”

• Friday:

  • Topic - Converting your effective customer coaching into genuinely compelling proposals

  • Practice - Focus your proposals on clearly defined OKRs that have emerged from your effective coaching with your customers.

Questions to help you reflect

• In which areas of practice did you have the greatest success?

• What was the impact of this success on your sales performance?

• What didn’t go well?

• How might you do things differently now that you pause and reflect?

We’d love to hear from you!

• Your feedback will enable us to prepare the most effective Daily Sales Reset emails.

• The question below is, “How effective was your daily Sales Reset practice last week?

• Simply click on your selection, and you’ll be taken to a web form to record your choice.

• You’ll be given the option to leave some additional feedback.

• Thanks!

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

I hope you’re having a great weekend!