Sales coaching comes in two categories; ideas that only work often and ideas work nearly every time.

It's all about CLOSING THE SALE. A salesperson can spend plenty of time in hunting; opening up the lead; and presenting the product to no result.

So, constant training in closing sales is revitalizing to the salesman and valuable to the company.

There are really only a few ultra-workable beliefs that go into the broad plan of what makes up effective selling and closing.

Maintain wonderful communication with your prospect across the sales process.

Discover what is required and wanted, re: your service, before asking any self-serving questions OR beginning your show.

Structure your presentation so the features and advantages of what you are presenting parallel the desires and wants you have discovered your prospect has for your product.

Handle any and every concern or objection your prospect has, either with communication alone, whenever that is possible or with 'real world solutions', when required, until your prospect either buys your product or obviously isn't a legit prospect for your product.

And maybe the most valuable sales training tip of all:

PERSIST! If a salesperson did virtually everything else inaccurate, but simply endured to try and interest his prospect in his product, service or idea, ultimately that prospect would become sufficiently interested by the product, service or idea to buy it.

Naturally, there are paths to persist that work a ton better than alternative ways, but the final analysis is to somehow manage to continue to persist until your prospect is ready to buy.

Handling objections is the single most challenging part of a sale for most salespeople. The explanation for this is two-fold. The 1st, and most important of these, is that most sales folk haven't been trained on the correct tools for successfully handling any and all objections that might come their way. And the second reason most salespeople find handling objections so difficult is they don't have adequate confidence in their own capability to go in and smoothly handle the objection when the prospect manifests it.

The reason the first issue (shortage of tools) is more important than shortage of confidence, is actually because confidence is itself built on the successful use of the right tools. The more a salesperson sees himself going in and handling the objection successfully and making the sale, the more confident he grows and the more willing he is to go in and face the following objection.

That said, what are the right tools for handling objections? Beef can be slight or substantial, frail or formidable, and can come at you at any point, and in every form possible. The variations of systems on the simplest way to go about handling beef, which sales executives have invented over the eons to try and defeat this plausibly infinite variety of objections, are almost too numerous to list. Time has demonstrated which strategies and basic principles, truly have - or not have - a place in a sales strategy which can face up to the tests of time.

Just be sure the focus is only on the most consistently workable sales coaching techniques.