I'm interested in tools and processes other dealers use to train a new hire that has never been in business equipment sales before.
Any input would be much appreciated!
Thanks
Original Post
DeanW....this is a great question.
If someone is just getting into business to business sales there are a few areas that are important to master. Being comfortable with a cold call script, how to do an in person cold call, dealing with objections, dealing with rejection, know your own equipment and know your competition. Know how the industry works. Later they can understand how to do a demo (using the FAB (features, advantages, benefits) vs training. Most importantly being organized and learn how to follow up....that is what this business is about. There is no magic formula because reps have to develop their own niche or style.
Many manufacturers provide full web training courses where you obtain bronze, silver and gold status. This is how a rep will know their own equipment inside and out. Also have the new rep spend at least 30 minutes a day working with the equipment.
This should be a good start for you.
If someone is just getting into business to business sales there are a few areas that are important to master. Being comfortable with a cold call script, how to do an in person cold call, dealing with objections, dealing with rejection, know your own equipment and know your competition. Know how the industry works. Later they can understand how to do a demo (using the FAB (features, advantages, benefits) vs training. Most importantly being organized and learn how to follow up....that is what this business is about. There is no magic formula because reps have to develop their own niche or style.
Many manufacturers provide full web training courses where you obtain bronze, silver and gold status. This is how a rep will know their own equipment inside and out. Also have the new rep spend at least 30 minutes a day working with the equipment.
This should be a good start for you.