A coaching-based sales approach

A few key points are summarized here from the book Coaching the Sale by TIm Ursiny (an experienced coach) and Gary DeMoss (a sales expert).  The three phases of their approach are Discover the Issues, Discuss Solutions, and Decide on an Outcome.  Without giving away their techniques and secret sauces, these three phases include:

Discover Phase – Reveal and Reflect

Make small talk to build an emotional connection and increase collaboration.

Use the TBOP formula to fully understand your needs – reveal perspectives, and reflect those perspectives back

• Transitional Opener – Move the conversation to the goal at hand
• Benefits – Increase motivation to make purchase decision by helping to paint a picture of the benefits of reaching your goals.
• Obstacles – Reveal and reflect what has stopped you from reaching your goal in the past
• Plans – Reveal and reflect previous and current plan for coaching

Use TEAM (or DiSC, or Myers-Briggs, or 34 Strengths … ) to become aligned in comfort and trust

Discuss Phase – Share, Pause, Agree

3 key points include: habits, burden, and balance

You need to connect these points back to your goals via open-ended, coaching-style questions.

Decide Phase – Collaboration and Accountability

Use CAT model for decision-making

• Collaborative Close – Let’s determine if we’re on the same page
• Action Steps – What is our next move?
• Timing and Follow-up – When shall we be accountable?

Continue with the APPA framework – Acknowledge; Pursue; Provide; Acceptance

This outline is provided here to indicate the kinds of program and support available for you, as a business leader, to investigate for improving this aspect of the health of your business

To return to Sales.

To get back to the hub list of healthy business factors, click here.

To get back to the discussion of businesses as living systems, click here.