“Coaching Selling Excellence”

Course 1. Coaching Selling Overview
Overview: Coaching selling is uniquely different than coaching in general and is
exponentially more difficult than selling. Lean why as you gain exposure to the
fundamentals.
• Chapter 1. Introduction: The Difference between Coaching and Coaching Selling (2:40)
• Chapter 2. What Employees Want from Their Supervisors (1:32)
• Chapter 3. Excellence in Coaching Selling (1:05)
• Chapter 4. The Path to Coaching Selling Excellence (1:54)

Course 2. Coaching Selling IQ
Overview: Your ability to coach selling effectively is captured in your Coaching IQ. Learn
how to improve yours.
• Chapter 1. Defining Coaching Selling IQ (1:00)
• Chapter 2. Fueling Coaching Selling IQ (0:40)
• Chapter 3. Coaching Selling Mindset (1:33)
• Chapter 4. 5 Fundamental Truths of a Coaching Selling Mindset (2:56)
• Chapter 5. The Big 8 (3:22)
• Chapter 6. Purpose (4:19)
• Chapter 7. Instilling Purpose (1:21)
• Chapter 8. 3 Dimensions of Human Behavior (7:02)
• Chapter 9. Building My Coaching Selling IQ: The 4 L’s (3:21)
• Chapter 10. Final Thoughts about Coaching IQ (2:54)

Course 3. Actionable Blueprint
Overview: To coach selling effectively, you need a plan. Specifically, a plan that is
strategic and actionable that you can build and tailor for individual’s and team needs.
• Chapter 1. Introduction to Actionable Blueprint (2:14)
• Chapter 2. Actionable Blueprint Process (0:57)
• Chapter 3. Who Is the Process For? (1:37)
• Chapter 4. The 9 Ingredients in the Recipe for Success (2:16)8

Course 4. Trusted Connections
Overview: A critical component of strong business relationships is the ability to build
trusted connections. Learn why trust is so crucial and how to develop it.
• Chapter 1. Introduction to Trusted Connections (1:41)
• Chapter 2. Sales Person’s View of Trust (1:38)
• Chapter 3. Relationship Pyramid (3:47)
• Chapter 4. 5 Silent Questions (1:16)
• Chapter 5. Making the Trusted Connections (3:22)

Course 5. Focused Collaboration
Overview: How can you make your sales coaching conversation more effective? By
developing a spirit of focused collaboration.
• Chapter 1. Introduction to Focused Collaboration (0:31)
• Chapter 2. The 5 Fundamental Truths of Focused Collaboration (2:05)
• Chapter 3. Coaching Selling is All about Answers (1:35)
• Chapter 4. Observe, Listen and Ask Great Questions (4:22)
• Chapter 5. The Triple “A” Approach (1:49)
• Chapter 6. Facts about Forgetting (1:29)
• Chapter 7. Conclusion: Continual Collaboration (4:22)

Course 6. Accountability
Overview: Why don’t sales people follow through on their development? An effective
culture of accountability could be what’s missing.
• Chapter 1. Introduction to Accountability (5:16)
• Chapter 2. Skill Development Progression (2:58)
• Chapter 3. How to Establish a Culture of Accountability (6:14)

Course 7. LAPD Overview—How to Coach Specific Selling Skills
Overview: LAPD is the process to teach and coach selling skills in real time. It provides
a blueprint to optimize your ability to develop your sales representatives’ specific selling
skills.
• Chapter 1. LAPD Overview and Explanation (5:21)

Course 8. The LAPD process for Openings
Overview: Learn how to teach and coach salespeople to create interest-generating
openings and how to ensure that the openings yield real mental access.
• Chapter 1. How to Coach Openings (LEARN) (3:59)
• Chapter 2. How to Coach Openings (APPLY) (3:28)
• Chapter 3. How to Coach Openings (PRACTICE) (3:29)
• Chapter 4. How to Coach Openings (DEMONSTRATE) (2:23)

Course 9. The LAPD process for Questioning
Overview: Learn how to teach and coach salespeople to ask great questions that
provoke thought, change minds and advance the sale.
• Chapter 1. How to Coach Questioning (LEARN) (7:52)
• Chapter 2. How to Coach Questioning (APPLY) (4:02)
• Chapter 3. How to Coach Questioning (PRACTICE) (2:53)9
• Chapter 4. How to Coach Questioning (DEMONSTRATE) (2:12)

Course 10. The LAPD process for Closing
Overview: Learn how to teach and coach how to ask a series of closing questions
without being pushy or aggressive. Closes that feel natural to ask, natural to respond to,
and lead to commitments.
• Chapter 1. How to Coach Closing (LEARN) (11:18)
• Chapter 2. How to Coach Closing (APPLY) (2:54)
• Chapter 3. How to Coach Closing (PRACTICE) (3:14)
• Chapter 4. How to Coach Closing (DEMONSTRATE) (2:18)

Course 11. Coaching Selling Excellence Conclusion
Overview: Some final thoughts about why coaching selling excellence really matters
and what you need to remember as you go forward.
• Chapter 1. Conclusion: Why This Matters (2:01)