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Contingency Coaching — proactively mitigating why they won’t buy from you
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit
David & Tim discuss an often-overlooked coaching moment — contingency coaching. As sales professionals emotionally vested in relationships, it’s easy to get “happy ears” and imagine the best case scenario. By stopping and thinking through what’s most likely to happen, and even the worst case scenario, we equip our team to proactively mitigate what may actually lose them the business.
It’s truly about asking better questions earlier on in the buying process and becoming a challenger sales professional who understands the budget, decision makers, entire context of their need as well as their timeframe.
Weighting our pipelines so in addition to being tethered to the hot air balloon of optimism, they’re grounded in the facts of reality as well! This will better any organization’s forecasts and give clarity around action items in the buying process still needing to get done!
Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/
or LinkedIn group
https://www.linkedin.com/groups/12539994
View all episodes
By Tim Hooper & David Oliphant
5
44 ratings
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit
David & Tim discuss an often-overlooked coaching moment — contingency coaching. As sales professionals emotionally vested in relationships, it’s easy to get “happy ears” and imagine the best case scenario. By stopping and thinking through what’s most likely to happen, and even the worst case scenario, we equip our team to proactively mitigate what may actually lose them the business.
It’s truly about asking better questions earlier on in the buying process and becoming a challenger sales professional who understands the budget, decision makers, entire context of their need as well as their timeframe.
Weighting our pipelines so in addition to being tethered to the hot air balloon of optimism, they’re grounded in the facts of reality as well! This will better any organization’s forecasts and give clarity around action items in the buying process still needing to get done!
Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/
or LinkedIn group
https://www.linkedin.com/groups/12539994