Coaching your team

has never been so easy and effective

Training is dead. We used to do it, but we realised it does not work. That is because research suggests that learners forget up to 90% of what they are taught in 1-day or 2-day workshops in the few months following the training.

That is why we developed coaching kits, so managers and leaders can embed learning and coach their people on a regular basis. The blend of self paced learning, group learning/discussion and regular accountability for actions in relation to learning proves to be far superior to 'training.' Learning in bite size chunks means your team can apply their learnings immediately after sessions. So you see both immediate and sustained improvement of your teams effectiveness.

The best part is, you have all the resources you need to run these coaching sessions in this course. These Coaching kits are designed to work in synergy with our three core courses: STAR Consultative Selling, STAR Negotiator and STAR Account Manager.

Course curriculum

  • 1

    Learn How to Use the Coaching Kits

    • Introduction

    • How to run a coaching session

    • Tips for running a virtual coaching session in Zoom
  • 2

    STAR Consultative Selling (Team Coaching Sessions)

    • Consultative Selling Session Topics

    • Download ALL STAR Consultative Selling Coaching Cards (.zip file)

    • Coaching Session 1 (Introduction)

    • Coaching Session 2 (Desire)

    • Coaching Session 3 (Commitment)

    • Coaching Session 4 (Outlook)

    • Coaching Session 5 (Responsibility)

    • Coaching Card 6 (Self-Limiting Beliefs)

    • Coaching Card 7 (Need for Approval)

    • Coaching Card 8 (Controlling Emotions)

    • Coaching Session 9 (Money Weakness)

    • Coaching Session 10 (Non Supportive Buy-Cycle)

    • Coaching Session 11 (Self Limiting Beliefs)

    • Copy of Coaching Session 12 (Need for Approval)

    • Copy of Coaching Session 13 (Controlling Emotions)

    • Coaching Session 14 (Money Weakness)

    • Coaching Session 15 (Non Supportive Buy-Cycle)

    • Coaching Session 16 (Target Market)

    • Coaching Session 17 (Qualify / Disqualify)

    • Coaching Session 18 (Know your Sales Process)

    • Coaching Session 19 (Sales Process: Execution)

    • Coaching Session 20 (Selling in the 21st Century)

    • Coaching Session 21 (Consultative Selling: The Paint Story)

    • Coaching Session 22 (Consultative Selling - Principle of Pain and Gain)

    • Coaching Session 23 (Lead Generation)

    • Coaching Session 24 (Referrals and SOW)

    • Coaching Session 25 (Initiating Contact - Positioning Statements)

    • Coaching Session 26 (Initiating Contact - UVPs)

    • Coaching Session 27 (Initiating Contact - Gatekeepers)

    • Coaching Session 28 (Initiating Contact - Role Play)

    • Coaching Session 29 (The Greeting - Preparing for the Call)

    • Coaching Session 30 (The Greeting - How to open the Call)

    • Coaching Session 31 (Situational Questions)

    • Coaching Session 32 (Tension Questions)

    • Coaching Session 33 (Affect Questions)

    • Coaching Session 34 (Resolve Questions)

    • Coaching Session 35 (Consultative Interview - Putting it all together)

    • Coaching Session 36 (Consultative Presentation)

    • Coaching Session 37 (Structure for Proposals)

    • Coaching Session 38 (Cost Benefit Analysis)

    • Coaching Session 39 (Handling Objections)

    • Coaching Session 40 (Rules of Closing)

    • Coaching Session 41 (Closing Examples)

    • Coaching Session 42 (Account Management)
  • 3

    STAR Negotiator (Team Coaching Sessions)

    • STAR Negotiator Session Topics

    • Coaching Session 1 (Introduction)

    • Coaching Session 2 (Laws 1 & 2 of Negotiation)

    • Coaching Session 3 (Law 3 of Negotiation)

    • Coaching Session 4 (Laws 4, 5, 6 & 7 of Negotiation)

    • Coaching Session 5 (When to Negotiate)

    • Coaching Session 6 (Types of Negotiation)

    • Coaching Session 7 (Styles of Negotiation)

    • Coaching Card 8 (Negotiating With Different Behavioural Styles (Part 1))

    • Coaching Card 9 (Negotiating With Different Behavioural Styles (Part 2))

    • Coaching Card 10 (Know Your Bottom Line)

    • Coaching Card 11 (Lessons from Hostage Negotiation)

    • Coaching Card 12 (The Negotiation Framework)

    • Coaching Card 13 (How to Offer Concessions)

    • Coaching Card 14 (Negotiating in Groups)

    • Coaching Card 15 (Principles of Power)

    • Coaching Card 16 (Concepts of Power)

    • Coaching Card 17 (Opening Tactics (Part 1))

    • Coaching Card 18 (Opening Tactics (Part 2))

    • Coaching Card 19 (Opening Tactics (Part 3))

    • Coaching Card 20 (Opening Tactics (Part 4))

    • Coaching Card 21 (Opening Tactics (Part 5))

    • Coaching Card 22 (Middle Tactics (Part 1))

    • Coaching Card 23 (Middle Tactics (Part 2))

    • Coaching Card 24 (Middle Tactics (Part 3))

    • Coaching Card 25 (Deal Busters (Part 1))

    • Coaching Card 26 (Deal Busters (Part 2))

    • Coaching Card 27 (End Tactics (Part 1))

    • Coaching Card 28 (End Tactics (Part 2))

    • Coaching Card 29 (How To Negotiate Price)
  • 4

    STAR Account Manager (Team Coaching Sessions)

    • All Account Manager Coaching Cards
  • 5

    Sales Leader Coaching Sessions

    • Introduction to Sales Leader Coaching Cards

    • Sales Leader Coaching Cards (Individual PDF Cards for download)

    • Download ALL Sales Leader Cards (.zip file)