A seasoned salesperson questions your coaching methods. How will you prove their effectiveness?

Faced with skepticism from a seasoned salesperson, I used A/B testing - divided the sales team into two groups: one receiving the new coaching methods and the other sticking to the old ways. Over three months, we tracked conversion rates, quality scores, and CSAT scores. The group with the new coaching methods showed a 10% higher conversion rate and significantly improved quality and CSAT scores. I presented these results in Quarterly Review Deck, clearly illustrating the superior performance of the coached group. This empirical evidence convinced even the most skeptical team members of the coaching methods' effectiveness.

He asesorado vendedores con experiencia de más de 15 años en el área comercial, asesores que estudiaron otra carrera y se desarrollan en el área de ventas y a personas que ingresan a las ventas, sin querer hacerlo, porque les resulta más fácil ganar dinero (hasta cierto punto). A todos ellos les pregunto ¿alguna vez pensaste en aprender a vender? y responden: 1. Yo ya tengo experiencia en ventas. 2. Por la profesión que seguí no es necesario aprender a vender. 3. No quiero ser vendedor. ¿Te digo algo? ... (sigue abajo)

To effectively embrace skepticism in coaching, especially with experienced salespeople, start by validating their concerns, repeating them back, and asking insightful open-ended questions. Frame the conversation by noting that top performers in any sales industry actively seek coaching to continuously improve and understand what drives them. Ask questions like, "What brought you here today to work with a coach?" and "How do you think coaching could help? Imagine it did work—what would that look like?" Recognize that their perspective of a coach versus a mentor may differ, and use this to help them envision future opportunities from a new viewpoint.

To address the salesperson's doubts, I'd highlight how my coaching empowers introverts to excel by using their natural strengths like active listening and relationship building. I'd share specific examples of introverted trainees who've outperformed extroverts by focusing on long-term value and trust. I'd also present data showcasing the overall success of introverts in my program, demonstrating the effectiveness of this unique approach.

It’s really important to frame how you work with people and set expectations up front. This is the verbal contracting that’s done before the initial session, with reminders positioned at the beginning of subsequent sessions. I would acknowledge their scepticism and explore that with questions like ‘what is it about my methods your sceptical of?’, ‘How does that make you feel?’ and ‘what do you want to do about that?’ Or ‘what would be helpful for you instead?’ It’s about understanding the person and their response and what’s underneath that. Once you’ve done that you can begin to move forward.

First, I would explain the clear benefits of coaching, emphasizing that it's not only about professional development but personal growth as well. My methods are designed to enhance specific skills like communication, negotiation, and closing techniques while also fostering self-awareness, resilience, and motivation. This holistic approach ensures that clients not only perform better at work but also experience greater satisfaction and balance in their personal lives.

1. Entonces, ¿lo haces de forma "intuitiva"? ¿tu estrategia te funciona con todos los clientes que tratas?, ¿ningún otro vendedor te ha quitado a un cliente?, ¿toda tu cartera es fiel a ti, tu producto o servicio o a tu empresa? 2. En algún punto TÚ (abogado, economista, ingeniero, administrador, marketero, contador, etc.) necesitarás vender tus cualidades, habilidades, ideas, proyectos, desempeño, para conseguir un aumento o ganar más puntos en la compañía para el ascenso soñado. 3. Y entonces ¿Qué haces vendiendo? y, si ya estas en el área de ventas ¿por qué no aprendes sobre esta ciencia y le sacas el jugo a la empresa? … al fin y al cabo piensas en las ventas para llegar a un fin. Úsalas y vende de forma inteligente.

I really connect with the 'Why' reps. As a fellow 'Why' person myself, I appreciate how questioning and curiosity open up new perspectives. When I actively listen to concerns, I have two opportunities: I can either gain new insights or explain past attempts and their outcomes. My goal is to lead by example. I'm always keen to learn, and I encourage my team to adopt this curious, open-minded mindset as well. It's all about growing together and continually enhancing our methods. By giving them the space to feel heard and having an open conversation, they are more willing to try what I am asking.

Next, I would showcase my tailored approach, particularly highlighting my use of the Enneagram. Each coaching plan is customized to address the unique strengths, weaknesses, and goals of the individual. By understanding their Enneagram type, I can provide insights into their core motivations and challenges, making the coaching relevant and immediately applicable to their daily sales activities. This personalization ensures that each session is impactful and transformative.

Si eres un vendedor experimentado y no estudiaste sobre personas y sobre ventas, creeme que estás perdiendo la oportunidad de optimizar tu proceso. La fórmula para ganar en ventas tiene 2 pasos simples: 1. Reducir la posibilidad de recibir un NO. 2. Aumentar las posibilidades de recibir un SI, sin tener que reducir las veces que prospectas. Traducción: Si hoy prospectas 100 clientes y conviertes el 60% enfócate en ser más eficiente y convertir más del 80% de esos mismos 100 clientes. Por lo general los vendedores cuando se enfrentan a (lo que ellos piensan es) una negativa, se alejan. Evitan ese momento incómodo, para el cliente y para ellos mismos, del rechazo o conflicto. No pares de prospectar, negociar y persistir eficientemente.

I would also stress the importance of tracking progress. Regular assessments and feedback loops are integral parts of my coaching process. By setting clear, measurable goals and reviewing progress regularly, we can ensure continuous improvement and adjust strategies as needed to achieve the desired outcomes. This structured approach guarantees that clients see quantifiable results.

Las ventas es una ciencia y como tal tiene procesos, conceptos y rutas que, bien empleadas, te vuelven más eficiente y eficaz. - Estudia tu proceso. Practica, practica y practica. - Elabora rutas o respuestas automáticas. - Úsalas genuinamente (sólo la práctica te dará la seguridad en tu comunicación) frente a tu cliente. - La venta necesita ser orgánica, fluida y sincera. - Mide tu progreso. Coloca metas para cada etapa de tu proceso de ventas (ojo, tú proceso. No me refiero a la meta que te da la empresa) Recuerda que tu objetivo como vendedor es AYUDAR.

The best way to prove that coaching methodology actually works is to put it in practice for significant amount of time. Trying something a few times won't deliver the results you are looking for. I have found that only applying a method or technique with discipline and consistency will lead to desired results. It is said that an activity doesn't become a habit until it is practiced for at least 30 days, but in my experience, consistent effort for at least 90 days and sometimes six months is necessary. Only when you methodically test an approach can you know for sure whether it's effective or not.

Sharing success stories is crucial. I would present concrete examples of other seasoned salespeople who have benefited from my coaching. I regularly post client testimonials on social media platforms like Instagram, showcasing tangible improvements in their performance and career advancement. These real-life examples provide compelling evidence of my methods' effectiveness and help build credibility.

Tangibilizar as experiências adquiriras ao longo do caminho e ter pessoas que endossem o processo faz toda a diferença no momento de trazer valor. As pessoas são movidas por experiências e tomam decisões de forma emocional, mas sempre buscam fatos que amparem a tomada de decisão. Trazer cases de sucesso, sustentam o processo de convencimento

Being aware that training will help is the start. The training class or program will defnitely provide some skills and motivation to get on track. The reality is that more than 40% of what is shared in a class or course is forgetten on day 1. With that in mind, I include a 90-day follow up and support program that will ensure that we continue learning and applying the skills learned. This also serves as accountability to getting the results because RESULTS are all that matter!

Outside the professional setting, I like to take a more personal approach. I have a "Kopi with Eile" initiative where anyone can book a time through Calendly to have coffee with me. I treat them to coffee, and we spend about an hour just talking and getting to know each other. This informal setting allows me to understand each person's values and goals better. If my coaching methods and vision align with what they are looking for, it establishes a strong foundation for a productive coaching relationship. This personal touch often helps seasoned salespeople see the genuine value in my approach and builds trust and rapport.

Investigar e Apresentar resultados | A verdade é que o questionador está inseguro seja por falta de autoconhecimento ou por não enxergar valor e propósito na ação. Por isso, a melhor atitude para superar essa situação é ouvir ativamente para compreender as motivações do profissional e apresentar os resultados numéricos que obteve com a mesmo técnica para clientes com desafios semelhantes, valorizando as experiências na conversa e customizando para necessidades especificas

Implement a feedback loop where the seasoned salesperson can provide input on the coaching process. Regularly solicit their thoughts on what's working well and where adjustments could be made, demonstrating a collaborative approach to improvement.