At Capital Business Consulting and Coaching we teach a customer-centric approach to the sales process.
We prefer to call it “coaching the sale.” Now whether your “customer” is a prospective employer, a college admissions officer or a customer for your veteran owned small business, the approach is still very similar. You want to find out what your “prospect’s” needs, wants and desires are and see how you can fill them.
We really take the time to teach this approach to military veterans and military spouses because, even though we were taught to lead by varying methods, within the military culture, there is still an underlying implication of “do it because I said so.”
The authoritative approach, like the imperative tone, tends to be the “default mechanism” for military veterans and unfortunately, the authoritative approach doesn’t always work, especially outside of the military arena. So, we teach a coaching approach to communication and especially a coaching approach in the sales process.
In a couple of weeks, we’ll be discussing how to coach your customer into buying from you when it is a good match for the both of you. You can subscribe to the RSS feed here. I’m sure you won’t want to miss this post.
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Tagged as: capital business consulting & coaching, coaching the sale, deanna wharwood, deannawharwood.com, differences in the way veterans and civilians communicate, effective communication, how veterans and civilians communicate, improving your sales skills, military patterns of speech, the veterans coach, transition coaching, transitioning from military life to civilian life, use of the