DEAL COACHING QUESTIONSEvery Sales Manager Should Ask

Deal coaching needs to be structured and have tangible outcomes…

...in order to be a mechanism for winning more deals and

improving selling skills

DEAL COACHING HAS TWO KEY OBJECTIVES:

Removing unqualified deals from the sales pipeline to better focus on other opportunities

1

2

Identifying where there are gaps in information and how to improve sales strategy

Addressing these two objectives helps sales people realign resources more productively

Use these five questions when embarking on a deal

coaching conversation

What’s the business need?1

Salesperson must be able to articulate how his solution solves the customer’s problem

Coaching Point: Help salesperson identify great questions to ask the customer

to more clearly understand the business need

What’s the unique value you bring?2

Salesperson must be able to articulate the unique value his solution provides

Coaching Point: Help salesperson develop and practice a

“Unique Value Proposition”

Who’s making the decision and what’s your relationship with them?

3

Salesperson must be able to identify and gain access to the real decision maker(s) early in the deal

Coaching Point: Help salesperson create a plan to identify and access

influential stakeholders who may be able to provide access to the decision maker(s)

How will the competition try to beat you?

4

Salesperson must be able to differentiate his offering from the competition

Coaching Point: Help salesperson develop a competitive advantage matrix

Why will you win?5

Salesperson must be convinced he has the best solution for the customer

Coaching Point: Work with the Salesperson to identify tangible reasons

why your solution is the best

Provide these five questions in advance to lead a productive deal

coaching session

The goal of the session is to identify opportunity gaps

If salesperson can’t answer these key questions, discuss removing the deal from the pipeline

Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.

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By Ray Makela

@RayAMakela