No matter what is going wrong in business, more sales will make everything better. Unfortunately, not everyone knows how to sell nor is everyone comfortable going out and prospecting or asking for the sale. Too often business owners push the sales training to the side, because they’re uncomfortable with sales.
The Sales Rhino, a sales & business coaching service, is a venture I began while owning and operating my insurance agency for the past six years. Prior to owning my insurance agency I was a financial advisor, but sought something with a little more consistency. Although insurance wasn’t the sexiest field, it was consistent. And since opening my agency in 2010, with zero customers, we now generate about four million dollars in annual revenue, in two locations with six employees.
My experience revealed to me my natural aptitude for coaching, and has been the impetus for opening my sales & business coaching service. Whether educating a client or training a salesforce, it’s important to understand their learning style and how they receive coaching.
For instance, I once had a client with great public speaking anxiety. Although I felt his knowledge-base would make him an excellent speaker, he was unable to complete our public speaking assignments. After more time together, I learned that he enjoyed golf and suggested he put together a foursome golf match of different people every weekend. Golfing gave him a chance to meet new people, and combining the coaching he’d received, he was able to position himself authoritatively and gain interest in his profession. Ultimately, it led to more sales!
For this reason, I prefer to work with clients over a longer period of time. We need time to understand what you are doing and if it’s working. We need time to generate new ideas and give those ideas time to be implemented and tested. Coaching is similar to dating because the first month everything is fresh and rosy. By the second month you start to notice flaws -- “Hmm, they don’t dress well” or “They’re always late!” etc.
To be a good coach you have to spend time with people and get to know them, and working together over a longer period of time allows us to develop chemistry. Clients have to understand how I coach, and I have to understand how they receive coaching. For instance, some coaches will grab your face mask and yell at you, while others will sit down and whisper in your ear. As a coach, I have to figure out what’s going to work for you, and as a client you’ve got to be willing to step outside of your zone and try something new.