1 of 1 people found the following review helpful
Coaching the Sale vs. Forcing the Sale,
This review is from: Coaching the Sale: Discover the Power of Coaching to Increase Sales and Build Great Sales Teams (Paperback)
Finally, a book that promotes a clear path to the sale while still valuing the relationship of the client. So often it's about making the sale, forcing the sale and even manipulating the sale; it was nice to have a clear process that allows you to build a solid relationship before the sale is "made". "Discover, Discuss and Decide" may at first seem elementary, but the coaching industry has a very loose and organic approach to everything it does... even anti-consultant at times in an effort to help differentiate ourselves from "them". This book provides a clear framework to have intentional conversations with clients about what they really want & need, and how they want you to help them. I appreciate the book, the models and have already used the process several times to create greater clarity and understand with my clients and prospects. Thanks for another great resource to recommend to my clients and friends.