3 Coaching Tips to Help Reps Overcome Sales Objections
JUNE 20, 2019
A good coaching program starts with a database of actual objections. Use a sales learning and readiness platform to solicit examples of top performers and subject matter experts delivering the proven response on video, and make the videos accessible via mobile for reps to reference before walking into calls. After conducting a role-play exercise with (say) two participants, one player will use a feedback form or scorecard (prepared by the coach) to assess the other’s performance.