Coaching the sale
Subtitle: discovering the issues, discussing solutions and deciding an outcome!
By: Tim Ursiny, and Gary DeMoss, with James Morel.
Contributors: DeMoss, Gary.; Morel, James.
Publisher: Sourcebooks
Published: 2006
Place of publication: Naperville, Ill
Language: eng
Number of pages: 215
ISBN-13: 9781402206351
Subjects: Selling.
Notes: Includes index.
Table of contents: title: The critical yard: why sales professionals need to evolve; title: The case for coaching; title: The crisis in sales: how titles are shifting, but skills are not!; title: A structured and disciplined approach to sales: uniting consultative selling and coaching; title: A coaching model for sales; title: The coaching model phase 1: discover; title: The coaching model phase 2: discuss; title: The coaching model phase 3: decide; title: Transforming to the next level; title: Confidence: the fuel for tomorrows success; title: Next steps: becoming a coach.