Sales Leaders; Got Your Coaching Hat On?

My friend Jen Ward wrote a post the other day about how to change behavior. It had this great quote in it;

“sales reps need to become comfortable with making others uncomfortable.”

I agree with her.

Someone also agreed with her and left this comment.

“This makes sense. I rarely ever push for a sale from a client, yet I routinely see companies who do a lower level of quality take sales away from me because they push the clients really hard. I’ve ended up with many clients who went with someone else to build their site and then a year later came back to me to fix what the first company did. Pretty much, all of my business comes from recommendations from previous clients or people I have already worked with.

I have a client today that is struggling with the decision to rebuild his 8 year old simplistic website (and poor artwork) with a well designed site able to handle all of the features he wants. Money doesn’t seem to be a factor. He is nervous with change. It’s summed up with “The unknown is scary”.

There are tons of “opportunities” in this comment. My coaching side just wants to take over. I can see a bunch of ways “Toff” could improve the way she sells.

What about you?

Based on the comment, how would you coach her?