Sales Training and Coaching Framework

This set of flashcards covers key concepts and vocabulary from the sales training and coaching framework discussed in the lecture.

KLT

Know, Like, Trust - a principle in sales that emphasizes the importance of building rapport and familiarity with a prospect.

Heart-ful GAP

A method used to uncover the What, Why, Who, How, and When of a client's situation.

Signature Talk

A defined presentation that encapsulates a speaker's core message and personal story to effectively engage an audience.

Pressure / Tension

A stage in the conversation that identifies what the client would like to change in their current situation.

Consequence

The outcomes or implications of a client not taking action towards their goals over a specific period.

Finances

The assessment of a client's income, earning potential, and financial readiness to invest in coaching.

Radical Transparency

An approach in sales where openness is prioritized, helping leads understand the company's culture and expectations.

Coaching and Consulting Offer

A program designed to help individuals grow into their desired roles by providing expertise and support.

Ideal Outcome

The envisioned result that a client wants to achieve through coaching, which includes specifics like what, why, how, and when.

Expectation Setting

The process of communicating to clients about what they can expect from mentorship and the coaching relationship.

Opening Line

A compelling introductory statement that draws attention and engages the listener, often tailored to the audience's interests and needs.

Handling Price Questions with Low Confidence

Respond by saying, 'Before discussing pricing, could you share what specific outcomes you're looking for and why that's important to you?' This helps assess the prospect's seriousness.

Career Change Question

A recommended question to ask someone wanting to change careers is, 'What is driving your desire for change, and what do you envision as your ideal career outcome?'

Identifying Client Pain Points

A practice of understanding the challenges and obstacles a client is facing, which helps tailor solutions during consultations.

Building Rapport

The process of creating a connection and mutual trust with a client, essential for effective coaching or consulting.

Follow-up Questions

Questions asked after initial consultations to dig deeper into a client's needs or concerns, ensuring a better understanding of their goals.

Success Metrics

Key indicators used to measure progress towards a client's goals, helping both the coach and the client stay focused.

Vision Clarification

The process of helping a client articulate their goals and aspirations clearly, ensuring alignment with coaching efforts.

Heart-ful GAP

A method used to uncover the What, Why, Who, How, and When of a client's situation.

Expectation Setting

The process of communicating to clients about what they can expect from mentorship and the coaching relationship.

Radical Transparency

An approach in sales where openness is prioritized, helping leads understand the company's culture and expectations.

Coaching and Consulting Offer

A program designed to help individuals grow into their desired roles by providing expertise and support.

Ideal Outcome

The envisioned result that a client wants to achieve through coaching, which includes specifics like what, why, how, and when.

Pressure / Tension

A stage in the conversation that identifies what the client would like to change in their current situation.

Consequence

The outcomes or implications of a client not taking action towards their goals over a specific period.

Finances

The assessment of a client's income, earning potential, and financial readiness to invest in coaching.