Coaching the Sale : Discover the Issues, Discuss Solutions and Decide an Outcome!

Introduction. The Critical Yard: Why Sales Professionals Need to Evolve 1(12) Section I: The Case for Coaching The Crisis in Sales: How Titles Are Shifting, but Skills Are Not! 13(20) A Structured and Disciplined Approach to Sales: Uniting Consultative Selling and Coaching 33(26) Section II: A Coaching Model for Sales The Coaching Model Phase 1: Discover 59(46) The Coaching Model Phase 2: Discuss 105(24) The Coaching Model Phase 3: Decide 129(26) Section III: Transforming to the Next Level Confidence: The Fuel for Tomorrow's Success 155(30) Next Steps: Becoming a Coach 185(14) Appendix: Summary Outline of the 3D Coaching Conversation 199(4) Index 203(10) About the Authors 213