Forget an interactive board, PowerPoint, a laptop, a mobile phone or a tablet. Forget about pen and paper. Coaching a telephone sales person in a real call situation is the most effective way to improve sales performance.
All you need is an additional headset (or speaker phone) and a set of cue cards.
Each cue card holds one key point/question.
Start the call and simply hold up the first cue card. For example, cue card 1 “Introduction”, cue card 2 “Agree agenda” and so on.
Low tech sales coaching like this works because:
- Both the sales person and coach are heavily engaged in getting a sale,
- Results are real and often immediate,
- The coach can decide his/her involvement according to progress,
- It can be done at any time without much preparation,
- It is fun!
No matter how complex or simple the call is, there is a cue card for every situation. I use laminated ones and keep them in a box for anyone in the team to use.
