Applying the 8 ICF Core Competencies To Your Sales Calls

You’re already ah-mazing at sales (seriously)! Sales expert and coach Michelle Rockwood will explain how the eight ICF Core Competencies are vital to a successful sales call. Although similar to a coaching call, there are three big differences. She will walk us through each and show you how to:

1. Use the ICF Core Competencies to create your sales call framework. Surprise! You already have a framework for your coaching calls, and it’s so similar to your coaching call structure you’ll be shocked. But there are a few shifts vital to your success. Don’t worry; they’ll be easy to modify once you understand the why and how.
2. Take command (not control) of the sales call. As coaches, it’s important that we allow the client to lead, and we serve as a guide. However, sometimes we must break rapport and take command! Learning when to lead and when to follow on a sales call is a learned skill.
3. Avoid giving away coaching for free (and why this is in service to your client). Prospective clients haven’t agreed to be coached by you (yet), so learning to show off your coaching skills without giving away coaching is a little tricky. But this is vital as establishing and maintaining agreements is one of the first things we do with clients — and the sales call is no exception.