No Thanks, I'm Just Looking - Sales Techniques for Turning Shoppers into Buyers

How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn’t something they don’t have but something they don’t get consistently: effective coaching. Unfortunately; most managers don’t deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople’s performance. They act as Chief Problem Solvers and get far too involved in fixing their people’s problems; then get frustrated about their salespeople’s inability to improve.

Coaching Salespeople into Sales Champions provides a proven coaching framework used by the world’s leading sales organizations so that managers can confidently facilitative powerful, engaging coaching conversations that help you reach your business objectives – faster and win more sales today.

Winner of 6 International Best Book Awards, this book has already been endorsed by dozens of top sales organizations such as Microsoft, Oracle, Google, American Express, IBM, PepsiCo, The New York Rangers, The New York Knicks and thought leaders including Brian Tracy, Ziglar, Tom Hopkins, Denis Waitley and Tony Alessandra, Tony Parinello and Jill Konrath as the number one book on sales coaching and management coach training.

Sales training alone is not enough. Your people can’t always diagnose their own skill deficiencies, nor can they coach themselves out of a slump. Managers focus on spreadsheets and treat symptoms instead of uncovering the root cause, so similar problems persist. Good coaching taps into people’s individuality and motivation, builds confidence & fosters deeper accountability.

Four main barriers to effective coaching that inhibits consistent sales growth are:

1. Managers focus on what’s going on (unproductive behaviors/activity) but don’t uncover exactly why it’s happening. As such, they fail to get to the root cause of a situation, which results in costly, time consuming repetitive conversations.

2. Managers coach in their own image (“It worked for me”) instead of tapping into people’s individuality.

3. Managers are compelled to provide the quick answers rather than empower people to create their own solutions.

4. Managers are typically good at strategy but often struggle with being a strategic communicator. That is, delivering a compelling, engaging message that creates authentic buy in and commitment around any changes or new initiatives.

The solution to winning more sales isn’t more sales training but better coaching. Good coaching embeds and sustains the behavioral changes you want in your people that generates desired, sustained long term results. When managers become better coaches and learn how to coach their people around best practices and core competencies, it makes your sales training stick. Coaching then becomes your competitive edge to foster long term, positive changes in behavior.  With Keith Rosen’s award winning book, you’ll get your salespeople and managers to perform better – guaranteed.

The top leaders know how to coach their teams by using a tactical coaching model that is easy to deploy on a consistent basis in order to protect and maximize the potential of the company’s greatest investment, their people. Coaching Salespeople into Sales Champions is what executives and managers need to develop their own executive sales coaching skills and strategy; the missing discipline amongst leadership. This book will teach managers how to boost sales efficiency, quickly turnaround an underperformer, eliminate hours from your workload and integrate a proven, step by step internal coaching framework to most effectively hire and retain top talent. This book is for any sales manager, executive and business owner looking to maximize team productivity through executive sales coaching.

You will discover how to master your coaching skills and deploy an internal coaching program, enabling you to:

• Conduct an effective deal/pipeline review that and improves forecast accuracy and uncovers new selling opportunities.
• Make the transition from high performing salesperson to high performing sales manager.
• Handle difficult conversations, and difficult employees without collateral damage or being held hostage by your people.
• Create alignment with people you have to influence (partners, stakeholders, non-directs, peers, account executives, PAMs)
• Position coaching to create a positive perception and eliminate any resistance people may feel around being coached.
• Coach and consistently motivate the top, mid and underperformer – with great confidence.
• Utilize a proven coaching framework to impact performance immediately. (L.E.A.D.S. Coaching Framework™)
• Master the language of leaders, The Art of Enrollment to create buy in and deeper engagement without pushback.
• Conduct effective observation sessions and deliver feedback that leads to a positive change in behavior.
• Stop micro-managing and eliminate the heavy burden of dependency that traditional management styles create.
• Make the shift from a fear based, reactionary, toxic culture to a coaching culture that fosters full accountability.

“B.J. Bueno yet again deftly captures the essence of what is required to build and sustain a great brand. If you want to attract and retain highly profi table “brand lovers” rather than stalk new customers, then carefully read this book. B.J. wisely outlines why this is vital and importantly, how to actually do it in today’s marketplace!
— DARRYL “DC” COBBIN, president, Brand Positioning Doctors, and former VP of Marketing, 20th Century Fox

“Customers First tells the truth. I got a shiver up my back reading this book: What if my competitors read this and follow B.J.’s advice? I don’t care what size business you run, you could and should do exactly as this book instructs. As I was reading, I kept thinking of ways to get my customers to tell me how to be better.”
—DAVID RATNER, owner, Dave’s Soda and Pet City

MASTER THE SCIENCE OF MARKET DOMINATION…

Brand Lovers are the best of your best customers. They power Harley-Davidson to the top of the enthusiast motorcycle market; they’re the core of Apple’s dominant position in portable devices; and they’re the reason why no other premium grocery chain can take a bite out of Whole Foods’ market share.

Customers First, by top branding strategist B.J. Bueno, shows how your business will achieve this level of extreme customer loyalty through Brand Modeling, the objective and scientific analysis of your organization’s performance across a wide range of situations. An accurate Brand Model will arm you with hard data to pinpoint and engage your brand’s most passionate customers—and give you an action plan for inspiring and empowering these Brand Lovers to be your most effective evangelists. Much more than a summary of who you are and what you do, a Brand Model maps your business’s DNA to help you build an unbeatable competitive advantage.

• Differentiate your products in ways that are meaningful to your best customers
• Drive growth by creating brand extensions that are a natural fit with your existing products
• Significantly improve marketing ROI by avoiding customers not interested in your brand
• Visually and verbally communicate brand values that resonate with your best customers

Brand Modeling evolves the current state of marketing to a new level of sophistication. In Customers First, B.J. Bueno shows how to use this critical tool to eliminate guesswork from your marketing efforts and focus more clearly on understanding (and pleasing) your most valuable ally in the battle for market dominance: The Brand Lover.

B.J. BUENO is founder and managing partner of The Cult Branding Company, the premiere Brand Modeling and consumer insight research firm. He is a board member of the Retail Advertising and Marketing Association and a member of the Chief Marketing Officers board for international retailers.

As a child, Elsie Timmons had barely escaped Wildcat Manor with her life. As an adult, she'd mysteriously inherited the crumbling structure, ghosts and all. Now, after a lifetime spent running from her past, Elsie was ready to confront her demons and expose the orphanage's long-buried secrets...until Deke Falcon threw a wrench in her plans. The enigmatic P.I. was hired to reunite her with the mother she'd never known, but before she could return with Deke to Falcon Ridge, evil forces threatened the future Elsie only recently considered. Luckily, she had Deke on her side-for protection, for comfort...forever?

Escaping a nightmarish past, Hailey Hitchcock fled to a remote Victorian homestead...and fell into the arms of an avenging stranger. Old ghosts echoed through Tin City's "hatchet house," reviving memories of the bloodbath that had taken place within its dilapidated walls. But was it Hailey's unsettling recollections-or Rex Falcon's formidable presence-that sent chills up her spine? When chaos abounded on the blustery cliffside, the primitive falcon trainer swooped to Hailey's rescue.

Yet Rex's dark, piercing eyes and tightly coiled strength posed an even greater danger. As escalating threats aroused their forbidden desires, it became clear the house held all the secret answers. Secrets that someone would kill to keep hidden...

Go from manager to coach--and motivate your staff to unprecedented success!

Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance.

Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior.

Sales Coaching includes brand new guidance on

• Maximizing technology
• Coaching more effectively
• Remote coaching
• Coaching in-the-action
• Quarterly coaching plans

Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers.

The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed.