By Kevin Oubridge (United Kingdom) Relationship selling really comes to the rescue of executive coaches struggling to sell your services. Why? Because it gives you a route to winning clients that plays to your strengths as a coach. However, even relationship selling can trip you up if you are
By Guy Anastaze (Switzerland) As the true raw material of successful business, customers are the raison d’être of all companies. The need to take care of customers over the long term is a fundamental reason why selling should be considered as a process of coaching your clients. Customers know
By Laureen Quick (USA) For most people in business, sales is a word fraught with emotional contradictions. We love it when we close a sale and we hate it when we have to “do” sales. And yet sales is simply an interactive process that involves seven key steps and
By Ken Keis (Canada) Definition of Opinion: A view, judgment, or appraisal formed in the mind about a particular matter; belief stronger than impression and less strong than positive knowledge; a formal expression of judgment Yes, there are times when our clients have concerns to which we need to respond,
By Silvia Bailes (South Africa) As human beings we are born to sell. We do so from the day we are born to the day we die. We sell ourselves, our services, and our products because our personal and professional survival depends on it. Selling is a tough act
By Malcolm Nicholson (United Kingdom) The following article is taken from an interview between Malcolm Nicholson and Martin Brommell, Sales Excellence Coach with BT in the UK. Martin was previously a sales manager in BT, an ideal background for his current role. The world is being transformed by communications.
By Patti Pokorchak (Canada) You love what you do, but you hate having to go out and sell yourself? You never signed up to be a sales person when you hung out your shingle to be a coach, did you? Do you think of the used car sleazy sales
By Martin Goodyer (United Kingdom) Effort 99 Requirement 98 = Happiness. Effort 99 Requirement 100 = Misery Trained salespeople may already have 99%of what it takes but when a sales needs 100%, it’s just not enough Selling has got a bad reputation and that’s a shame. Most sales interactions
By Barbara J. Cormack (France) Coaching is a people industry and it’s true when they say that ‘people buy from people’. Not only being involved in gathering research material about business; I work with a number of small businesses and I run lectures for people who either want to
By Malcolm Nicholson (United Kingdom) The economies of most of the western world are now firmly on the road to recovery. Sales professionals need to adapt to cope with the volatile circumstances that their customers are facing. How does coaching fit in with this? Successful businesses the need to
