The Sales Management Course is all about coaching. The lessons are derived from actual coaching conversations with actual salespeople and contain hours and hours of role play for you to model. This is what great coaching looks and sounds like! There are approximately thirty lessons (with more being added all the time) each with a video introduction explaining the lesson, and each with a recorded spontaneous, unscripted role-play.  The role-plays demonstrate how to coach up different types of salespeople, of varying abilities, by using role-play to demonstrate what good sounds like.

WELCOME TO THE COURSE!

• A message from Dave Kurlan – author of Baseline Selling
• How to use this course
• Before we begin…
• Use This Worksheet to Help with Each Lesson

COACHING TO MORE EFFECTIVELY SCHEDULE MEETINGS BY PHONE

• About the Next Coaching Conversation
• Cold Call with Perfect Introduction, Positioning Statement, and Discussion
• About the Next Coaching Conversation
• Coaching to Improve First Calls to Schedule New Meetings
• About the Next Coaching Conversation
• Tweaking the First Call
• About the Next Coaching Conversation
• Handling Put-Offs
• About the Next Coaching Conversation
• Setting Expectations for the 1st Call or Meeting
• How to More Effectively Handle a Cold Prospect Initiated Request for Pricing

COACHING TO HELP REPS HAVE BETTER CONSULTATIVE CONVERSATIONS

• About the Lessons in this Chapter
• About the Next Coaching Conversation
• Uncovering a Compelling Reason to Buy
• About the Next Coaching Conversation
• Request for RFQ – Improving Listening and Questioning Skills
• Just Wanted to See What Other Options are Out There
• About the Next Coaching Conversation
• Taking Advantage of SOB Moments
• About the Next Coaching Conversation
• Using the Correct Words to Create Urgency
• About the Next Coaching Conversation
• Monetizing the Problem
• About the Next Coaching Conversation
• Achieving Three 2nd Base Milestones Simultaneously
• About the Next Coaching Conversation
• Key Questions about Timeline to Shorten Your Sales Cycle