How to maintain momentum in opportunities through decision process coaching

Hello Reader,

I hope you and your team have had a successful week!

Here’s what’s in this email:

1. A brief introduction to the theme for next week’s Daily Sales Reset emails.

2. A summary of the planned daily topics.

3. PowerPoint slides for your Monday sales meeting to make it easy for you to brief your team about the focus of sales training and coaching next week.

Decision Process Coaching

When we started these weekly emails, the topics for each week were well-known. Most of your team members were already familiar with the need for effective proposals and prospecting.

The theme of our Daily Sales Reset emails next week will be “Decision Process Coaching”. What do we mean by this phrase?

It means that your team members must take responsibility to finish every conversation with customers with clarity about “Who will do what and by when?”

As you probably know from experience, this is much harder than some team members may initially realise!

Too many people in sales roles take it at face value when customers say, “OK, leave it all with me, and I’ll get back to you”. All too often, and for a wide variety of reasons, customers do NOT get back to your team member. And before we know it, some other priority has stolen your prospect’s time and attention.

Every day next week, we will gradually introduce the key ideas of Decision Process Coaching.

Daily Topics Next Week

Monday

• Why it’s crucially important to maintain momentum in B2B sales opportunities.

• How to maintain momentum through your “emerging proposal process”.

• How to finish every selling conversation with agreed clarity about who will do what and by when.

Tuesday

• Effective project management starts with the outcomes and works back to today’s priorities and next actions.

• Clearly defined customer outcomes must be at the heart of every selling conversation and proposal.

Wednesday

• During your meetings with customers:

  • How to protect enough time to coach customers about what needs to happen next by asking great open questions.

• Enabling customers to work out for themselves who will need to do what and by when.

Thursday

• After your meetings with customers:

  • It’s crucially important to follow up every meeting in writing as soon as possible.

• It’s particularly important that the people who need to do things are reminded about their agreed next actions.

Friday

• Before your meetings with customers:

  • Work out who should be invited to the meeting

  • How to establish and agree on the best agenda.

• The most successful meetings are the result of the best possible planning.

Saturday

• It's time to celebrate your progress and relax!

• Your team members are prompted to reflect on what they learned and improved in the previous week.

Sunday

• We will introduce the theme of what to expect in Daily Sales Reset emails in the following week.

Daily Sales Reset

I strongly encourage you to ask all of your team members to subscribe to my Daily Sales Reset emails.

If they subscribe, every day from Monday to Friday, your team members will receive my daily email with the following:

• An introduction to the sales training topic for each day

• One single thing they can practice

• Suggestions about how they can work with you as a coach to help them make progress with the topic of the day and accelerate their progress.

On Saturdays, if they choose to open the email, they will receive a summary of the topics from the week and an invitation to reflect on how their selling skills and results improved during the week.

On Sundays, if they choose to open the email, they will see a summary of what to expect in the coming week.

PowerPoint Slides for your Monday Sales Meeting

• Download editable versions of these slides by clicking here

I hope that you have a great weekend!