Sales Coaching
Sales professionals, are you ready to dramatically improve your sales results? The choice is yours.
Continue doing what you've always done and hope things turn out differently this time; or choose to make sales success happen.
Be the sales leader you've always wanted to be.
Build a world-class, systems-based, selling machine.
Create a sales strategy and process that runs automatically so you can spend your time on the most important thing - closing deals.
Developed over the past 7 years, our coaching programs are based on intensive work with sales professionals. They provide useful, practical, real-world knowledge that's implemented in real-time into your business. You will gain the insight and understanding, the rules and disciplines, the mindset and perspective necessary to build a world-class selling system. You will be taken through a development plan that will dramatically improve your sales results. Above all, you will learn to implement your selling process in a way that supports the sales objectives that you've set in all of the critical areas of your business. You will create a sales strategy that works for you without your constant involvement in the daily details.
Chelyn Briand, Your Sales Coach, will be your guide, working with you side-by-side, to give you the tools and framework to achieve an incredible reinvention of your approach to selling. Together we'll strategize your sales development path and support the implementation process that will dramatically improve your results. Our innovative method supports a high standard of excellence and consistency, depth and effectiveness based on the foundation of the client-coach relationship. Together, we will assess your specific goals and needs, identify the roadblocks and map out a personalized, step by step blueprint and the systems needed to attain your goals that are aligned with your sales objectives.
We offer three high impact coaching programs throughout the US & Canada:
Call 503-360-6615 today to schedule a complimentary consultation with Chelyn. Discover why people rely on her truly unique approach to continually maximize their true potential, maintain their edge, and dramatically increase their sales results. Whether delivered in person or via teleconferencing, we have a program that will fit into your budget and leave a positive, lasting impact.
Working with your Sales Coach you will discover how to:
- Exceed your sales goals and close more sales in less time.
- Get the most out of your staff by building and coaching a high performance, self motivated team.
- Master time management and reduce daily workload.
- Utilize proven, impactful templates to draft compelling voice mails, letters and emails that get more callbacks.
- Discover how to crush fear and handle rejection like a pro while remaining upbeat and positive.
- Craft powerful messages to motivate prospects to speak with you.
- Maintain your focus, reduce distractions and reach bigger, more rewarding goals quickly.
- Eliminate stress, get hyper-organized, enjoy selling and still have a balanced life!
- Create a step-by-step selling, prospecting and follow up system that runs on autopilot.
- Develop your powerful value proposition to out-sell your competition.
- Generate tons of referrals from your customers, without hounding them.
- Improve your meeting rate with qualified prospects and avoid those who aren't qualified.
- Prevent and defuse initial objections such as, "It's not in our budget" or "I'm not interested".
- Develop the right questions that sell and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
- Identify and eliminate the selling mistakes that that are costing you sales, time and energy.
Group Sales Mastery
Group Sales Mastery is a dynamic 12-month teleclass program that provides the ideal combination of proven sales success strategy, the guidance of an experienced Sales Coach, and support from a group of sales professionals who, like you, want to take their success to the next level. The program leverages a unique group-learning environment to inspire the strategic thinking needed to take you to the next level of sales success. The core program is organized into three tracks comprised of the tools, techniques, systems and templates you need to dramatically impact your sales success.
From the moment you start Group Sales Mastery program you will get invaluable guidance, support and feedback from your coach and peers in regular teleclass meetings. While you shape your sales success systems with our proprietary processes, worksheets and examples, you also benefit from the diverse experiences of your peers. Your group will meet with your Sales Coach by phone, for one hour, three times a month to focus on the implementation of the essential selling systems.
Individual Sales Mastery
The Individual Sales Mastery coaching program is designed to help you create a turn-key sales operation in your time and on your terms. This is not an academic, theoretical program; it's practical, real-world knowledge and tools that you can use immediately in your business.
Individual Sales Mastery is an integrated sales development system combining our deep knowledge, proprietary systems and tools with the guidance of your own personal Sales Coach to help you transform the way you think about selling. The program is flexible, adaptable and driven by your immediate business needs.
Together we will construct a personalized program plan to serve as your strategic guide. For maximum impact, you will start by focusing on the area of sales where you will realize the most leverage. We will meet by phone, for 45 - 50 minutes, three times a month to focus on understanding and implementation of the downloadable tools, techniques, and systems.
Corporate Sales Mastery
The Corporate Sales Mastery program engages your leadership team in a unique and powerful business-development process. You will focus on the critical, strategic functions that will help you reach your most important sales goals in a consistent and predictable fashion. Experience a new sense of direction and accountability with the guidance of your own personal Sales Coach.
Corporate Sales Mastery is a three-stage business development program. Each stage presents the tools, techniques, systems and templates of the Selling Success business model at increasing levels of sophistication and complexity. Learn how to apply the Selling Success fundamentals to create order in your business and to build a turnkey sales system that works. Once your selling model is working for you, rather than because of you, the operative word becomes: SELL! With growth comes the opportunity for new systems development and implementation. Expand your current operation by replicating your "selling prototype" as many times as you like.
Your sales leadership team will meet with your personal coach in three, 90-minute telephone meetings per month. From the moment you start Corporate Sales Mastery, your coach will be your mentor, confidant and champion — working with you and your team to redesign the daily process of conducting the business of selling. Your coach will equip you with the vital new skills, knowledge and tools you need for consistent sales progress and growth.
Six Key Focus Areas:
Value Based Selling
Value has migrated so far away from products and services that even today's "consultative" selling has become commoditized. Superior product knowledge and the ability to ask questions are just prerequisites today. As the marketplace continues to experience commoditization and consolidation, it is more critical than ever that salespeople and their managers learn to create, not just communicate, client value and deliver truly integrated solutions. Our approach empowers sellers to plan for and earn the right to business dialog with their customers. It allows them to create value in the selling process itself and become their companies' true differentiators—which is the only way to escape the price-driven sale.
Prospecting
No matter how capably trained as consultative, customer-focused sellers, no matter how expertly they have mastered their products and services, no matter how experienced they may be, nearly every salesperson finds prospecting to be miserable and unproductive.
Effective prospecting is not that different from effective selling—it requires the use of research-based, customer-centric, consultative skills. The key to generating interest is focusing not on what you have to offer, but on what customers' value. We help sellers differentiate their messages by teaching them to:
- Build short, compelling and specific opening statements, voice mails and emails
- Credential them immediately by exhibiting knowledge of customer business issues
- Link business issues to problems the seller's company can solve
- Leverage their expertise rather than talk about their products
- Begin to create customer value before a sales cycle begins
Proposals
In the typical business-to-business sales cycle, a proposal rarely wins the sale. Only good selling does that. But if the proposal fails to incorporate some fundamental truths inherent in good selling, it can certainly cost you the sale. Our approach is to empower our clients to develop proposals that create value for the customer—your documents should be able to sell for you after you've submitted them.
A good proposal:
- Empowers salespeople to prove that they understand their customers' business issues and can develop solutions that meet explicit customer needs
- Enables salespeople to address the concerns of multiple departments and decision-makers
Pipeline Management
Inaccurate forecasts, a common complaint among sales executives are a symptom of a more pernicious problem: failing to incorporate the customer's point of view in the development and implementation of sales strategy. The development of an effective sales strategy requires sellers to have three skills regarding an understanding of how buyers make buying decisions:
- the ability to recognize where buyers are in their decision cycle at any particular time
- the ability to execute the specific skills that create value for customers at each stage
- the ability to move buyers both forward and backward in their decision cycle
Once you attain these skills and develop an effective strategy, accurate forecasting will follow. Accurate forecasting is the natural bedfellow of an effectively executed customer-driven strategy. With the skills to incorporate the customer's point of view into the sales strategy, accurate forecasts are the natural byproduct of a good sales pipeline tool.
Presentations
Most sellers don't recognize where customers are in their decision-making process when they invite vendors to make presentations. Subsequently, sellers don't know how to tailor their presentations appropriately to both the needs of customers and to the criteria customers use to make their decisions. Our focus is helping clients identify and tailor presentation content in a manner that is statistically correlated with advancing the sales process. We empower sellers to recognize fundamental buyer behaviors, address those behaviors in their presentations and differentiate themselves from the competition by clearly mapping their solutions to customer needs and decision criteria.
Like all selling activity, presentations must be client-focused in order to create value. To help clients continue to create value when discussing solutions, we have created program content to:
- Continue to provide a client-focus by addressing specific stated needs in the presentation
- Tailor presentations to each specific audience
- Deliver presentations that address the needs of multiple influencers
- Analyze customers buying criteria and how they affect their presentations
Coaching
The single greatest lever of change any organization can employ is effective coaching. Front-line managers have the pivotal role in ensuring behavior change by giving meaningful guidance for continued improvement. The reality is that most sales managers don't coach effectively because they don't know how to, they don't have the time, they don't like to, or they're afraid to.
Powerful sales managers spend less than 10% of their time selling. They understand that they can drive more business by spending their customer-facing time carefully observing their reps. This allows them to provide valuable feedback that promotes the use of skills that produce results.
Our approach to effective coaching teaches managers:
- When to coach and when to sell
- How to avoid barriers to coaching
- To set coaching priorities—who to coach and when to coach them
- How to help sellers plan
- How to provide effective feedback
Call 503-360-6615 today to schedule a complimentary consultation to discuss your corporate needs. We can design a program that will fit into your budget, and leave a positive, lasting impact on your corporation.
