Coaching the Sale: Discover the Issues, Discuss Solutions, and Decide an Outcome

Selling in the 21st century is a whole new game. Every day you face educated and skeptical buyers who are tired of traditional sales techniques and tricks. A whole new playbook is needed to focus on what works and unlock your potential.

Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach in which you create solutions with your prospects, resulting in greater buy-in and increased client loyalty.

Using the 3D Sales Solution, you will learn to:

• Discover the Issues
• Discuss Solutions
• Decide an Outcome

Coaching the Sale is an entirely new approach to sales, one designed to win over today's cynical customers. If you learn to work with your clients and bring them on your team, they will let you coach them to bigger sales and a long-term relationship.

Tim Ursiny, PhD, is a success coach and the author of The Confidence Plan (Sourcebooks, 2005) and The Coward’s Guide to Conflict (Sourcebooks, 2003). Gary DeMoss is the author of Making the Client Connection (Dearborn, 2004) and The Financial Professional’s Guide to Persuading 1 or 1,000.

Gary DeMoss is the director of Van Kampen Consulting, which provides communication and relationship-skills training to financial advisors. Gary has been with Van Kampen for twenty-four years. He began his career with the company by starting and directing their national sales. He was later named director of marketing and in 1998 started Van Kampen Consulting. Gary is a keynote speaker, seminar leader, and consultant to advisors who want to build their affluent client base, and he was recently selected as a platform speaker at the 2003 Million Dollar Round Table conference.

He is the coauthor of the book The Financial Professional’s Guide to Persuading 1 or 1,000, which helps advisors learn the science and art of delivering more powerful client presentations both one-on-one and in group settings.

Prior to joining Van Kampen, Gary was with Procter & Gamble in sales management. He has a BS in business from Miami University in Oxford, Ohio.