Virtual Selling Coaching

I’d like to welcome you to the Virtual Selling Coaching

For many companies, the global pandemic has changed the way we do business, possibly forever.

Whether your offer is still relevant or no longer relevant, it’s likely you will have to create new value propositions, new working models and have different conversations with customers and prospects.

And your sales team will have to excel in 5 key areas ;

  1. They will need to deeply understand precisely what their customers are going through and how they are coping with the changing landscape. What decisions are they making that affect their ability to purchase your product or service
  1. They will need to guide customers toward the best possible solution for them and that means having skilful ‘conversations for opportunity’ with their customers and prospects
  1. They will need to anticipate and handle objections, many of them objections will be ones you haven’t heard before
  1. They will need to be competent at positioning your company and services in the most relevant and compelling way
  1. Be capable of re-negotiating your commercial contracts whilst maintaining customer trust and not giving away revenue/profit unnecessarily

All of this whilst showing empathy and understanding in their sales conversations.

You may be dealing with low motivation levels due to furloughing and/or reducing sales and customer activity in your industry in an environment. This picture looks set to remain for months to come.

At the same time, your sales teams may be working remotely, and your access to them as a leader will change, you will have to collaborate in new ways without the level of oversight that you’re used to.

So as a leader, you will have to excel in 3 key areas.

  1. Create proactive opportunity not only for your sales team to be motivated to do the right things right, but for your customers to engage with you in difficult times when security and survival may be at the top of their agenda
  2. Develop and coach your sales team to be competent in all the key areas required to sell in this new environment
  3. Those sales leaders who are late to the party, will lose competitive edge and potentially the trust of their customers and prospects.

The time for action is now!

So, how do you keep your sales team sharp and operating ahead of your competition amid all this chaos. Let’s face it, any salesperson can be busy, but how do you make sure they are productive and effective and capable of having the right conversations with the right people at the right time.

Well, that’s why Glen Williamson and Merrill Consultants have joined forces to create the Virtual Selling Coaching.

Every week, each member of your sales team will work through a real-world coaching specifically designed and completely relevant to your business.

This scenario will challenge them to become expert in the critical selling areas and develop in a competency as they respond to pre-set questions.

Then the team jumps on a coaching and feedback call with an experienced sales coach and trainer to refine and improve their approach so that they are fully equipped for what is facing you in the new normal.

Every key competency that you expect your sales team to demonstrate will be tested, honed and refined in a 4, 8- or 12-week period and the benefits will be seen straight away

Your sales team will develop in the key areas of:

  • Positioning
  • Objection Handling
  • Qualifying
  • Controlling sales conversations with Powerful Questions
  • Value Propositions
  • Negotiating
  • Closing

And much more, knowing how each competency is used to sell more, more often and at higher margins.

We will be able to share with you the progress that each team member is making on a week to week basis. They will be challenged to use these new skills in the real world and feedback on the coaching calls.

The Virtual Selling Coaching is Real training based on Real Challenges leading to Real Results

It’s fun, engaging, interactive and developmental. But more than that it’s designed specifically for your company and your situation to ensure your team are up to the task ahead, no matter how daunting.