Drill Your Sales Strategies Like A Soldier!
Comments: 0 - Date: February 26th, 2009 - Categories: Online Sales Resources
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…”
(2) This is followed with a content-answer: “I’m sure you’ll recover your full investment in 90 days or less;”
(3) And this is capped with a close,” So, let’s move forward, and I’m sure you’ll be pleased, ok?”
I just taught this to you, right? Can you turn away from this page and put it to work?
No, because you haven’t internalized it, you can’t do it like a soldier breaking down a gun, blindfolded.
So, the way we train this is by throwing various objections at our recruits, making sure they get a solid grip on the flow, the sequence. Then, we double back to make sure the language is right. Finally, we work on the intonations, so this reply seems as calm as can be.
Do this with your freshest people and you’ll transform them into a mighty selling force, one that will rack up victories, and stick around long enough to brag about them!
Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com
