3. ...in order to be a mechanism
for winning more deals and
improving selling skills
4. DEAL COACHING HAS TWO
KEY OBJECTIVES:
Removing unqualified deals from the sales
pipeline to better focus on other opportunities
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Identifying where there are gaps in information
and how to improve sales strategy
5. Addressing these two objectives helps sales people
realign resources more productively
6. Use these five questions
when embarking on a deal
coaching conversation
13. Who’s making the decision
and what’s your relationship
with them?
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14. Salesperson must be able to
identify and gain access to the real
decision maker(s) early in the deal
15. 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)