Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling.

sales coachingMy regular readers have seen this number before: 74% of all salespeople suck, so most salespeople need a lot of help, yet training and coaching are only two pieces of the puzzle.  These days, most training can be done more economically and effectively than ever before thanks to AdobeConnect and its powerful, interactive, engaging, live, online training platform.  Most of our sessions include a significant amount of spontaneous roleplaying that provide ample opportunities for us to coach the salespeople who are participating.

While most of these roleplays and coaching moments are memorable, impactful and terrific learning events for everyone on the sales force, some of these conversations tend to be more memorable than others.  More on that in a moment…

Recently, I spoke at the EcSell Institute Fall Sales Coaching Summit in Chicago.  I last mentioned EcSell in an extremely popular article, This is How Sales Managers Should Coach Their Salespeople.  The article outlined exactly how to coach salespeople to success and as its example, discussed a salesperson in a competitive situation.  Back to my story…

Today is your lucky day! I have secured the webinar audio from which that coaching session took place. The trimmed audio containing the moment in question runs about 5 minutes but it is so worth the listen.

Click here to listen.

The conversation to which you just listened is easy to learn. But we’ll share examples that will blow your mind and show you how to develop the same level of effectiveness.

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