Growing up in the hood, in the bowels of Yonkers, NY, for as long as I can remember, I despised salespeople.

I’ll never forget the time when I was 11 or 12 years of age, making the hunt in the urban concrete jungle, looking to buy my first big expensive toy: a small reel to reel recording tape deck.

Not to be denied, my recon took me all over Westchester County (Getty Square, South Yonkers, Central Avenue, Cross County Shopping Center) determined to land the  perfect piece of electronic equipment that aligned with my aesthetic eye and modest budget.

As I entered each store, I felt as if I were a defenseless animal in the wild getting ready to be devoured by the salesmen who were clearly working on commission. “There’s an easy target” they were more than likely saying to themselves.

When I teach the Situational Coaching class at Coach University, one of the coaching types we cover is the Salesperson.

I ask students the following: What words come to mind when you think of someone in sales?

Typical responses include:

  • Talker
  • Outgoing
  • Sleazy
  • Egotistical
  • Money driven
  • Self centered

For the most part, negative attributes.

Then I change the question to: What words describe a salesperson with whom you had a great experience with?

They usually say:

  • Great listener
  • Focused on my needs
  • Gives me, the buyer, lots of time to speak
  • Asks great questions
  • Empathetic
  • Servant outlook

The next question I ask is: What do great coaches do?

The proverbial light comes on!

Great coaches:

  • Actively listen aka ICF Core Competency #5
  • They’re totally immersed in the clients endgame aka ICF CC #4
  • They provide lots of space for the client to verbalize their thoughts aka ICF CC #7
  • They respect the client and are transparent ICF CC#3
  • They understand what the client actually wants ICF CC #2
  • They’re ethical aka ICF CC#1
  •  They ask powerful questions aka ICF CC #6
  • They seek to provide value, regardless if they’re hired or not
  • High emotional intelligence

Great coaches are naturally born great salespeople!

I went on to purchase the reel to reel tape deck and had lots of fun recording music, radio programs, and sports events to name a few.

Funny in that even though I didn’t trust salespeople and gagged at the thought of being in the same room with one, for some reason I went on to have a successful sales career in the IT industry. Go figure.

If you’re a coach struggling to have easy, fun, and engaging consultations with prospects, I’m hear to tell you that help is on the way.

Contact me to learn more about my sales enrollment coaching program for business and life coach professionals.

In the end, you’ll have the confidence to enroll clients with ease.

Reach me by:

  • Calling or texting 315.303.2180
  • Skype at Esteban.Borek
  • Connecting on WhatsApp
  • Email


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