Drill Your Sales Strategies Like A Soldier!
Very few people can hear a technique, memorize it on the spot, and implement it, in one simple step.
Yet that’s what classroom, or if your will, training room instruction at most companies presumes. It presumes everyone can hear a tip, remember it, and immediately put it to work.
If you wonder why there’s so much turnover in the ranks of telemarketers, this is one of the reasons. Their training is fragmentary and poorly communicated, and it is not internalized in sufficient time to get reps up to speed and successful.
I’ve found there is no better way of getting people prepared to do battle than training them like soldiers. Put them under fire, in your sessions.
For example, every salesperson should be trained to answer objections. I’ve found a three-step formula works beautifully.
Upon hearing a prospect say, “Gee, that sounds expensive,” the rep should respond:
(1) With at transition phrase, such as: “Well, I respect that, but
