Happiness Practices with Phil Gerbyshak
The Sales Leadership Show
The Coaching Habit for Sales Reps - Michael Bungay Stanier

The Coaching Habit for Sales Reps - Michael Bungay Stanier

In this episode of the Sales and Leadership Show, host Phil Gerbyshak welcomes Michael Bungay Stanier, author of The Coaching Habit. Drawing on years of experience training over 10,000 managers worldwide, Michael shares insights on how sales representatives can benefit from coaching. He discusses the seven essential coaching questions from his book that can help sales reps communicate effectively with customers and understand their needs.

Key Points:

  • The Coaching Habit is a book that helps coaches become more effective and efficient in their work.

  • The book focuses on seven essential coaching questions that can be used to get better results in sales conversations.

  • One example of a coaching question is "What's the real challenge here for you?" which helps identify the underlying problem a customer is trying to solve.

  • Sales reps can use these coaching questions in their daily routines to improve their communication with customers and follow up after sales.

  • Coaching is all about listening and asking questions, not telling people what to do.

  • Sales reps should be flexible and experiment with different coaching questions and techniques.


By incorporating the coaching habit into their daily routines, sales representatives can develop deeper relationships with their customers and provide the support they need to make informed decisions. Thank you for listening to this episode of the Sales and Leadership Show with Michael Bungay Stanier.

More Resources for The Coaching Habit:
The Coaching Habit book: https://amzn.to/3ZaTTLP
More about Michael Bungay Stanier: https://www.mbs.works/

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Happiness Practices with Phil Gerbyshak
The Sales Leadership Show
Welcome to The Sales Leadership Show, where we explore the intersection of sales and leadership, and how they work together to drive success in business. Hosted by renowned sales expert Phil Gerbyshak, this podcast offers a unique blend of practical insights, expert tips, and real-world strategies to help you master the art of sales leadership and transform your business.
If you're looking to improve your sales skills, gain a deeper understanding of effective leadership, and learn how to apply modern sales tactics in a rapidly changing business landscape, this is the podcast for you. Our mission is to provide you with the latest and most effective sales and leadership strategies, and equip you with the tools you need to succeed in your career and business.
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Modern sales tactics and strategies for closing deals in a competitive market.
The importance of building a strong personal brand, and how it can help you win more business.
How to develop transformational leadership skills, and build a culture of success within your organization.
The key ingredients of effective team management, and how to build a high-performance team that delivers results.
The role of technology in sales and leadership, and how to leverage the latest tools and platforms to drive success.
The importance of continuous learning and development, and how to stay on the cutting edge of sales and leadership best practices.
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So whether you're a sales rep looking to close more deals, a sales manager seeking to build a high-performance team, or a business leader looking to transform your organization, The Sales Leadership Show has something for you. Tune in today to start your journey towards sales and leadership success!