Sales and Negotiation Skills
Who For?
Sales and marketing directors, managers and sales people. Useful for anyone who has become customer-facing due to a change in role, or who would find negotiation skills useful.
The Issues
Sales directors and managers are generally great sales people, who would make more money by doing less selling and instead creating a climate where they get the most out of the differing requirements of their team. Sales people often have hidden blocks, which even the best sales managers cannot seem to shift.
Negotiation takes place all the time. It is the art of persuasion and follow-through to deliver outcomes and it is also important that relationships are improved in the process. Yes, it is possible to have both at the same time.
Whatever the role, building and maintaining relationships internally and externally is essential. If an individual has a significant customer-facing role and has risen through an area of expertise, then sales coaching can very quickly give the skills needed to complete deals.
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Summary
Executive coaching can be described as a personal facilitation providing a framework to identify and focus on what is important in a more strategic sense. Simply planning and rehearsing for a large deal can make coaching “worth its weight in gold.” Often a lasting vision is clarified within the first few sessions, with further coaching simply a way of ensuring implementation.
It is no surprise that many leaders in America and United Kingdom top companies are using coaches; if top sports people hope to gain extra prize and sponsorship money by winning, why not give access to the same resources to top performers in business and other large organizations?
The Coaching
The first session allows the leader to decide if the coach is a “good fit” and to co-design a coaching contract to decide how the coaching will be used. The coaching is completely confidential and confidentiality contracts can be signed by the coach if required.
The Business Leader
To a business leader, the role of a coach is to provide a like-minded individual who does not have their own agenda. Leaders often require time to “think things out loud” and a trained coach facilitates this process by asking the appropriate questions to clarify the purpose and implementation of business goals.
