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Comment by Craig Lockerd on April 12, 2012 at 12:03pm
Train your sales staff EVERY day! “What?” you ask “Every day?” Yes I know you don’t feel as though you have enough material, it takes too much planning, there are 20 other things to do each morning or each shift if you have taken my advice about teams.
Here is the answer, have your salespeople conduct your training meetings each day! You merely facilitate the training meeting.
Craig ,have you lost your mind? Think this through and stay with me here for a minute. Most ,if not all of your “Veteran” salespeople don’t want to be in these meetings in the first place, they do think they know everything no matter how slow their month is, how little money they are making they still think they are smarter than you.
You walk in, have a white board, flip chart etc. start by asking what is the number one situation that anyone is having trouble with overcoming. Somebody will speak up. Six car Sam says “Darn missing party, wife can’t make a decision without the “Hubby” as an example.
Write it on the board and start going around the room, “anyone else have this same problem?” answer will be yes of course and then you start by asking who has a way that works, a word track, a process that they would like to share, ask their opinion, veteran salespeople LOVE to give others their opinion.
One might say something like “ Well this missing party situation usually comes up when I’m at my desk qualifying, interviewing the client, I keep selling and move on to the demo drive, I ask if the missing party is available, she says no, I keep selling and when I get back and tell her to put her new car in the sold line, she brings it up again” I told you I can’t buy this car without my husband being here” I respond by asking her “What are you going to do if he says No, you CAN”T have it?”….many times her answer is, “He won’t say no, and if he did I would probably go ahead and get it anyway”
The another salesperson gets involved and might share if she said she couldn’t get it and how he or she would handle that and so on.
Now your salespeople are engaged, they are training each other; you are keeping it going to a positive direction. There are enough situations and material to last you 3 lifetimes.
Comment by Craig Lockerd on April 12, 2012 at 11:59am

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