Sales Coaching for Franz Kattick

Sales Coaching Session #1: 19 October 2018

- Franz attended the Sales training workshop hosted at Rooks Oilfield on 19 October 2018. - He chose the following three limitations from his SPPP - R4 assessment to work on: #1 He is rather lacking in assertiveness #2 He is not a very neat and tidy person #3 He doesn't show much of a competitive spirit Acknowledgements from Session #?: - I acknowledge you for attending the Sales training workshop. - I would also like to acknowledge you for choosing three limitations from your SPPP - R4 assessment to work on in the coming months. Action Plan from Session: - You agreed to work on three of your SPPP - R4 limitations in the coming months using the tips under each limitation: #1 He is rather lacking in assertiveness

Assert yourself when necessary. Being assertive requires a certain degree of comfort with vulnerability, and that's probably one of the main reasons why people hesitate to speak up for themselves. Assertiveness means risking dissention, rejection, and embarrassment. It can spark conflict if the message doesn't go over well. If you find it difficult to speak up or say "no" to others, remember this: Not speaking up communicates to others the erroneous belief that your needs don't matter; that you are not worthy enough to ask for what we want.
Assertiveness training can be extremely beneficial, along with the realization that being assertive does not imply or require aggression.

#2 He is not a very neat and tidy person

Designate a Physical Inbox – We all have too many email inboxes, yet many people no longer have a physical one on their desk. You need one place for incoming papers to reside. Otherwise, they will scatter all over the existing documents on your desk.
Have a Trash Can Within Reach – If you have to get up from your desk to reach the trash, then it is too far away. (Nor do you want to be playing trashcan paper toss…) Make sure that you can easily and quickly reach the trash from your chair.
Minimize Incoming Paper – Stop that incoming paper flood, or at least minimize it to the extent possible. Eliminate unnecessary subscriptions, reduce the number of paper reports and memos. If you don’t need something in hard copy, then stop it from coming to your desk.
Get Rid of Unnecessary Clutter – Do you need all those knickknacks and office accessories laying all over your desk? Unless they serve a purpose, get them off your work surface. You don’t have to go to the extreme of creating a sterile workspace, but if you are not using it, move it off your desk.
Schedule Regular Cleaning Time – If you have not cleaned your desk in a month, it could take you a few hours to tidy it up. However, if you do it daily, it should only take a few moments. Avoid compounding your organizing time by scheduling a designated time each day.
Never Put Trash Down – Whether it is a piece of paper or a food wrapper, never set trash down. Get in the habit of holding it in your hand until you can reach your trash can. (See #2) You don’t want to put trash on your desk and forget about it. As well, that half-empty soda is an accident waiting to happen.
Take a Picture – Do you have items on your desk that are simply for reference? A battery or ink cartridge that you need to replace? Or a clipping or article? Instead of leaving these items on your desk, take a picture with your smartphone. You will be more likely to have your phone with you when you need to reference the item.
When in Doubt, Throw It Out – You will never need 99% of the papers that you are saving. When in doubt, throw it out. If you truly need a hard copy, make sure you have a filing system to put it where you will know where to locate it.
Scan It– Is the price of a scanner worth the peace and organization it will bring? Yes! Clear that paper clutter, by scanning it into soft copy or PDF. Here is my favorite scanner via Amazon.
Clean It Before You Leave It – If your boss were to come to your desk after you departed for the day, would you be proud of what he or she would see? One of the best times to clean your desk is the end of the day. It brings closure to your work day and sets you up for a clean start tomorrow.

#3 He doesn't show much of a competitive spirit

Set challenging yet realistic goals. Without personal goals, you likely won't find the motivation to improve your sales. Goals can be actual numbers like a certain number of sales per month, improving soft skills like communication, or honing a specific technique like closing.
Know what you're selling...inside and out. Learn the little details as well as the big picture. Know what the competition offers and what kind of people/companies use their product/service. In order to better relate to customers, you have to know everything about what you're selling.
Observe successful salespeople. Watch to see what techniques they use and how they read customers. Don't copy them, however, without adjusting the strategies to fit your own approach and personality.
Don't immediately settle with "no". If you get a "no" when it comes down to closing, find out why. You may be able to address their reasons for turning your product/service down. However, if they still remain adamant and unconvinced, then you may just have to move on.
Improve your closing skills. Don't be afraid to come right out and ask your customers if they are interested. Push it to the next level by saying something along the lines of, "Would you like to go ahead with that?" If they express uncertainty, find out why and work on allaying their concerns.

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