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

by Tim Ursiny, Gary DeMoss, Jim Morel

Selling in the 21st century is a whole new game. Every day you face educated and skeptical buyers who are tired of traditional sales techniques and tricks. A whole new playbook is needed to focus on what works and unlock your potential. Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach in which you create solutions with your prospects, resulting in greater buy-in and increased client loyalty. Using the 3D Sales Solution, you will learn Coaching the Sale is an entirely new approach to sales, one designed to win over today's cynical customers. If you learn to work with your clients and bring them on your team, they will let you coach them to bigger sales and a long-term relationship.

224 pages, Paperback

First published January 1, 2006

Reviews

[Noorah Kareem · Rating 4 out of 5]

Coming from a coaching background, I thought this book was pretty good. Easy to follow and understand, lots of examples, and definitely a useful framework for someone that’s not as comfortable with sales. I thought it was good, and sales don’t seem as heavy or as daunting as before. Plus, I love the idea of coaching a potential prospect into making a decision that’s right for them more then pushing a client for a buy-in. Now that I can do.

[Lee Anne · Rating 2 out of 5]

This book talks about how selling has changed, and the techniques that worked in the past are too obvious and off-putting in today's marketplace. The techniques the authors suggest are somewhat better, but still pretty creepy, if you ask me.

I read this for work, and it didn't really apply to the purpose for which I needed it.