The Audible-Ready Sales Podcast Be A Better Sales Coach with Value-Based Techniques
Aug 5, 2025
Join sales effectiveness leader and coach John Boney as he explores the art of value-based coaching for sales managers. He emphasizes treating reps like customers to understand their unique motivations. The conversation highlights the importance of building trust rather than merely fixing problems. John offers practical strategies, including reflective questioning and aligning coaching with reps' personal goals. Discover how to drive growth through curiosity and structured discovery, transforming every coaching session into a powerful development opportunity.
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Treat Reps Like Customers
- Treat reps like customers: use structured discovery and align to their goals to guide development.
- This shifts coaching from reactive fixing to strategic leadership that drives growth.
Stop Solving, Start Coaching
- Stop solving and start coaching by asking open questions and building trust.
- Teach reps to self-reflect so they develop long-term capabilities rather than short-term compliance.
Value-Based Coaching Mirrors Selling
- Value-based coaching mirrors value-based selling: uncover what matters and align your approach.
- Use curiosity over control so reps talk more and arrive at their own conclusions.
