1. Beyond Selling Value Chapter 5 “The Advice Squad” How to Build an Effective Coach Network

2. What are selling coaches? People that are knowledgeable Credible and willing to help Want you to win Wins if you win Ideally proactive on your behalf Answers questions you fail to ask Salespeople are often blindsided when a customer is lost – a coach can prevent this

3. How do coaches win? A good coach wins when you win Personal win (They know and like you) Professional win (Helps their company) Recognition win Negative win (Causes someone to lose) Interest win (You asked their opinion) Information flow in (you share with them)

4. Other possible coach wins Resolution of a business issue Control of others More leisure time More freedom Lifestyle changes Company politics

5. Zig Ziglar philosophy “You can get everything in life you want, if you will just help other people get what they want.”

6. What coaches do Broaden your research Recommend strategies Identify subtleties Build a groundswell of interest Review your presentation Gain access to decision maker

7. Where you find coaches User department (Challenge – may not understand big picture) Related departments Ex-employees Your company Other companies

8. Developing your coaches Develop a non-threatening environment Confirm your understanding Ask for guidance Apply the 95-5 rule Determine the win Build mutual trust Convey professional approach Do precall research

9. Dale Carnegie said “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get people interested in you”

10. Get your coach to open up Ask good questions Use active listening Be sincere Make coach feel comfortable to the point where he opens up and shares Build trust