What is a Sales Business Coach?

Oct 23, 2022

As an entrepreneur and a business owner, you are often your strongest salesperson. In order for your business to grow and become less dependent on you, you will need to develop your sales team. By using us as your sales business coach, we will work with your salespeople to specifically increase their sales aptitude and increase their close rate. This way, your business sales growth does not rely on you as the owner. Here are some ways we will wok with your sales team.

Build Relationships with Customers

A good salesperson builds relationships with customers by listening carefully to what they say and asking questions to understand their needs. They also build rapport by asking deeper questions, smiling and making eye contact. Helping your salespeople increase their awareness around building rapport quickly and effectively with potential customers will help boost your overall business close rate.
When you build rapport with customers, you create trust and confidence. You can then use that trust and confidence to sell your products and services.

Understand the Importance of Storytelling

It’s no secret that storytelling has become one of the most powerful tools in modern communication. Whether we’re talking about social media posts, ebooks, or even blog posts, stories are a great way to connect with people and share relevant information. People actually listen and are interested in stories.
If you want to be remembered, you should focus on telling a story. And while there are many ways to tell a story, storytelling expert David Meerman Scott suggests that the best way to get people interested in your message is to use a personal narrative.
When you are talking with your prospect and they tell you their challenges, ask deeper questions to better understand (build rapport) and then use story from past experiences to demonstrate your capability and understanding of their situation.

Understand what makes people buy

There are three main reasons why people buy: necessity, desire, and convenience. If you understand these three concepts, you will be able to determine whether your product or service fits into one of those categories.

The first reason people buy is necessity. When we need something, we want it now. We might not know exactly what we need until we see it, but once we find it, we want it immediately. For example, if you were hungry and saw a bakery selling fresh bread, you would likely stop whatever you were doing and go inside to purchase some. You wouldn’t think twice about buying a loaf of bread because you needed it.

The second reason people buy is desire. Desire is similar to necessity, except that we already have the thing we want before we realize we need it. For example, if your car breaks down and you call AAA, you’ll most likely get a tow truck to come pick you up. However, if you’re going to the store and notice that there’s a sale on tires, you might decide to buy them instead of waiting for the tow truck.

The third reason people buy is convenience. Convenience is different from both necessity and desire. With convenience, we don’t necessarily need the item right away; however, we want it now because it’s easier than getting it somewhere else. For example, if it’s raining outside and you need to take your dog to the vet, you might choose to drive him there rather than walking him. In this case, you aren’t really looking forward to taking him to the vet, but you’d rather do it quickly than deal with the hassle of finding a parking spot and then walking him to the door.

People also buy when emotions are brought into the conversation. When are you building rapport, be on the lookout for those emotional connections to their challenges. Ask questions that bring up emotions. Tell stories that are emotional to the listener, because they have emotional stakes for the protagonist.

How to Work with a Sales Business Coach

A sales business coach helps you develop the skills necessary to close more deals and achieve greater success. They help you identify what you need to do differently so you can make better decisions and take advantage of opportunities.

A sales business coach can be a tremendous asset to anyone who wants to improve his or her sales performance. The best coaches know exactly what you need to do to succeed. They also provide guidance and support throughout the process. If you want to learn how to sell more effectively, then consider hiring a sales business coach.

We will listen to their sales meetings and provide situational guidance and tips to their style in order to help them get better in sales. At Denver Business Coach, we will work with your sales people on an individual basis to help them increase their sales capability.