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Coach Yourself To Sales Success
By Tom Reilly, author Value-Added Selling (McGraw-Hill)

According to our surveys, most salespeople tell us they want more and better coaching on their performance. This issue of Tom Reilly’s Sales Bytes™ will help you coach yourself to superior sales performance. Before leaving the customer’s parking lot, invest a few minutes in serious reflection and assessment of your efforts. Ask yourself these questions:

• Did I plan my call in writing?
• Did I execute according to the plan?
• How was the conversational flow of the sales call?
• Was it a dialog or a monolog?
• Was the call more about me or the customer?
• Did I discuss all three dimensions of value: the product, my company, and my personal value to the customer?
•  Did I achieve my call objective?
• What’s the next step for me to follow up on this call?

There is a simple formula I have used for years: P + P = 2P. Planning and preparation equals twice the performance.

Winging it only works if you’re a bird!

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