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Armstrong Coaching Builds
Prospecting Fitness

PHOTOS BY JERRY ZOLYNSKY

By Maureen McDonald

Kirk Armstrong

A

stream of people surges into
the Southfield headquarters
of Armstrong Sales Coaching
daily for lessons in keen
leadership, active listening, relentless
prospecting and accountability systems.
They are flexing their sales fitness skills
with the best trainers in town.
“We’re known primarily for ongo-
ing reinforcement training,” says Kirk
Armstrong, CEO and chief motivator,
who works with an ensemble of proven
coaches to achieve results for clients.
“We offer classes almost every day for
people to tune up, practice and bounce
back from rejection. We’re like a gym for
people who want to stay on the cutting
edge of their careers. Good sales habits
may sound like common sense, but it
doesn’t mean common practice unless
there is consistency and repetition.”
Any number of companies say they
are already doing well when they
approach Armstrong Coaching for skill-
building. Kirk offers their sales team the
possibility of having sales soar beyond
the roof when executives learn to inspire
and guide while their staff learn to over-
come objections, maximize time and

why simply following up is not the best
sales strategy. Clients come for weekly,
bi-monthly, monthly or quarterly train-
ing, offered live or virtual. A help-desk
feature supplies five- to 10-minute “situ-
ational” phone calls to get someone out
of a stuck place. Because bad habits can
be tough to break without help.
Leadership is a hot button right now,
owing to turbulent politics and an end-
less stream of media options to absorb
people’s attention. Armstrong Coaching
built a whole segment of classes around
leadership, whether the issues are
around stagnant growth, sinking profits,
compensation or sales meetings that fail
to ignite new business.
“Our training evolves as technology
and communication evolves, so you
don’t have to worry about a cookie-cut-
ter approach. We guide our customers
to the content that best fits their situa-
tion,” Kirk says.
One truism, is the important act of
listening, not just talking over people.
He calls it the 20/2/2 rule. Never speak
more than 20 seconds without check-
ing in with people because the average
attention span is just 40 seconds right

Cutline

Armstrong leads a coaching session.

now. After someone responds, give them
2 seconds because they may not be done
speaking, and the second 2 is to ask at
least 2 good, open-ended questions that
convey caring and conversation.
Kirk started his career as a salesper-
son and became an avid consumer of
sales training that helped him hone his
business and deliver results. As he took
more classes, he found he wanted to be
on the other side of the podium, helping
people believe in themselves and their
talents, to know there is someone on
their sides who will cheer their success-
es, regardless of how small or large.
“We’re very busy, and that’s a good
thing. People are desperate to become
better communicators,” Kirk says. “The
more companies invest in good training,
the better their team functions individu-
ally and together.”

your situation
r Help desk — get coaching during
five- to 10-minute phone calls on a key
issue
r Leadership & executive coaching —
Inspire and motivate with one-on-one
or group coaching
r Meet Kirk at client location, his office
or by web or teleconference

What skills can the team strengthen:

r Breaking into new accounts
r Growing and managing current
customers
r Improving communications
r Inside Sales, Front-line
communications
r Customer service training
r Negotiation strategies for sales
people and managers
r Mastering leadership skills
r Hiring stronger salespeople

How Armstrong Coaching helps
clients:

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r One-time boot-camp training — 2
hours to 2 days
r Continuous training — sign up for a
month, a quarter, a year or longer of
drop-in classes
r Private Training & Development —
We come to you or attend our training
center for sessions appropriate for

ArmstrongSalesCoaching.com

29200 Northwestern Highway, Suite. 115
Southfield
(248) 726-1090

kirk@armstrongsalescoaching.com