Sales coaching for sales results requires trust, commitment and communication skills.

Sales coaching for sales results is a guided self discovery process where the sales coach asks questions and the person to provide the sales results provides the answers.

If you are a sales coach, you have to first create rapport – find commonality, show interest by asking questions about the other person’s personal interest and listen, while showing concern.

To build that rapport you can also mirror and match body language and tone.

That also plays a big role in acquiring trust between the sales coach and the sales results producer.

Without rapport and trust the sales coach will not be able to get the sales results producer to open up and answer the more in depth questions, or to be honest.

Therefore, trust must first be established.

The problem with most sales coaches is, like salespeople, they talk too much. It is all them, about the sales, numbers, products, brand, marketing, etc.

Today, a sales coach needs to learn not to talk, but to listen and ask questions of the sales result producers, but only once they have established rapport.

Once you know, as a sales coach, that you have established rapport (sales results producer is talking openly), engage the sales results producer and set some ground rules to work by – time, objective, permission to ask each other questions and to be honest with each other.

With rapport, trust and ground rules set, the sales coach can proceed to ask relevant sales results questions.

Mind you the sales results producer will also be asking you questions, and this is where the sales coach needs to learn not to answer any questions.

Why?

Should the sales coach answer the question, then the answer is his and he owns it, not the sales results producer.

Nor will the sales results producer be committed.

We need the sales results producer to answer his own questions so that he owns the answer. By owning the answer he becomes more committed to doing what has to be done.

The sales coach is not the person responsible for the doing, but for the guiding to the self-discovery of doing for the sales results producer. That is what gets commitment, and gets the sales results you are looking for.

The bottom line – Sales Coaches need to build rapport to get trust.

With rapport, trust and ground rules set, the sales coach must stay in control by asking questions, not answering any questions, but guiding the sales results producer to discover the answers for themselves.

With that process, the sales producer will own the idea and be more committed to making it happen.

Find out more about how you could increase your sales results…