Another 3 techniques that help the new sales rep hit the ground running: (Part 2)

Here are 3 additional sales training techniques that adequately prepare the new sales rep to hit the ground running:

1) Have your new sales rep write two telephone and email scripts that requests an appointment. In today’s business environment, the vast majority of buyers will only see a sales rep by appointment and with voice mail it can be very challenging getting that appointment. Therefore, it is imperative that this telephone and email script be short, sweet and powerful without sounding pushy.

2) Have the new rep write answers to 4 tough telephone objections from both the prospect as well as their “gate keeper/screener”. Objections like (a) “I’m not interested”, (b) “I already buy from a competitor that I’m happy with”, (c) “Send me information in the mail”, (d) “I’ll leave a message for Mr. Jones, Smith, etc.”

3) Have your sales rep write several benefit statements to be used when making sales calls. These benefit statements need to explain to a prospect why he/she should continue listening to what your sales reps has to say. The image your sales rep should have is imagining he’s in a cage with a hungry lion and that lion is going to eat him unless he feeds him meat to chew on. That “meat” is benefits that the prospect may be interested in.

Now all of these activities (part 1, 2 & 3) will take a week to accomplish. So, you’ve lost a week of sales call activity. However, this one week loss is nothing in the overall scheme of things. Because once the rep is armed with knowledge and sales techniques, he/she will have a far greater likelihood of being successful and your company will get a lot more business from them.

Next week’s blog: Undercapitalization; a death blow to your business

3 Techniques that help the new sales rep hit the ground running: (part 1):

1) Provide your reps with a list of the strengths and weaknesses of the products or services your company sells. You need to have a training program that gives them information as to not only what your products or services do, but also why customers should part with their valuable money to buy them.

2) Provide your reps with a list of the strengths and weaknesses of your competitors. You know who your competitors are. And, you also know your competition’s strengths and weaknesses. Your sales reps need to understand this info cold! If you don’t have this info written down, have your sales reps dig out the information on their own.

3) Provide you reps with a list of your customers and the specific purchases they have made and other key information about their purchase(s). Have the reps analyze who is buying from you. This will help them identify and target other prospects in the same or similar industry. Remember in selling, a rifle shot can be far more effective than a scatter gun approach.

After one week on the job, give the new sales rep a prepared test to see if they have competent knowledge of the above 3 categories. If they don’t have this knowledge, terminate them! I know this sounds harsh, but this is precisely what we did when I was an instructor at Xerox’s International Center for Training and Management Development. If a new rep doesn’t show initial commitment to learning what he/she will need to be successful, they won’t end up being a winner for your company.

Next week’s blog: 3 Additional techniques that help the new sales rep hit the ground running: (Part 2)