Coaching the Sale: Discover the Issues, Discuss Solutions, and Decide an Outcome

by Gary DeMoss, Jim Morel, Tim Ursiny, et al.

Book Overview

Selling in the 21st century is a whole new game. Every day you face educated and skeptical buyers who are tired of traditional sales techniques and tricks. A whole new playbook is needed to focus on what works and unlock your potential.

Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach in which you create solutions with your prospects, resulting in greater buy-in and increased client loyalty.

Using...

• Format: Paperback
• Language: English
• ISBN: 1402206356
• ISBN13: 9781402206351
• Release Date: June 2006
• Publisher: Sourcebooks
• Length: 224 Pages
• Weight: 0.85 lbs.
• Dimensions: 0.7" x 6.4" x 9.1"

Customer Reviews

Coaching the Sale vs. Forcing the Sale

Finally, a book that promotes a clear path to the sale while still valuing the relationship of the client. So often it's about making the sale, forcing the sale and even manipulating the sale; it was nice to have a clear process that allows you to build a solid relationship before the sale is "made". "Discover, Discuss and Decide" may at first seem elementary, but the coaching industry has a very loose and organic approach to everything it does... even anti-consultant at times in an effort to help differentiate ourselves from "them". This book provides a clear framework to have intentional conversations with clients about what they really want & need, and how they want you to help them. I appreciate the book, the models and have already used the process several times to create greater clarity and understand with my clients and prospects. Thanks for another great resource to recommend to my clients and friends. www.seanoliver.com