How to coach your sales team clearly articulate why certain opportunities are stalling.

1. DEAL COACHING QUESTIONS
Every Sales Manager
Should Ask

2. Deal coaching needs to be
structured and have
tangible outcomes…

3. ...in order to be a mechanism
for winning more deals and
improving selling skills

4. DEAL COACHING HAS TWO
KEY OBJECTIVES:
Removing unqualified deals from the sales
pipeline to better focus on other opportunities
1
2
Identifying where there are gaps in information
and how to improve sales strategy

5. Addressing these two objectives helps sales people
realign resources more productively

6. Use these five questions
when embarking on a deal
coaching conversation

7. What’s the business need?1

8. Salesperson must be able to
articulate how his solution solves
the customer’s problem

9. Coaching Point:
Help salesperson identify great questions to ask the customer
to more clearly understand the business need

10. What’s the unique value
you bring?2

11. Salesperson must be able to
articulate the unique value his
solution provides

12. Coaching Point:
Help salesperson develop and practice a
“Unique Value Proposition”

13. Who’s making the decision
and what’s your relationship
with them?
3

14. Salesperson must be able to
identify and gain access to the real
decision maker(s) early in the deal

15. Coaching Point:
Help salesperson create a plan to identify and access
influential stakeholders who may be able to provide access
to the decision maker(s)

16. How will the competition
try to beat you?
4

17. Salesperson must be able to
differentiate his offering from
the competition

18. Coaching Point:
Help salesperson develop a competitive advantage matrix

19. Why will you win?5

20. Salesperson must be
convinced he has the best
solution for the customer

21. Coaching Point:
Work with the Salesperson to identify tangible reasons
why your solution is the best

22. Provide these five
questions in advance to
lead a productive deal
coaching session

23. The goal of the session is to identify opportunity gaps

24. If salesperson can’t answer these key questions,
discuss removing the deal from the pipeline

25. Sales Coaching can drive
revenues up by 20% or more.
Help your Managers become
great coaches.
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26. By Ray Makela
@RayAMakela