He walked into my office and sat down. I asked him, “How you doing since our last session?” He replied with, “I’m still struggling with confidence. I wish I saw me how others see me. I want to earn their (prospects) respect and when they come into the store, I want them to value working with me. I want to offer them value, so they’ll buy from me.”
I asked him, “What do you think would be of value for them?” He answered with, “The benefits of the machine. What it can do. To show them I know what I’m talking about.”
He obviously had been through the standard, new hire sales training program that emphasis’ features and benefits, with a summary test on product knowledge before releasing them into the wild. This traditional onboarding program gives him great frustration, because he is not making his numbers and the month is closing in 12 days. [Read more…]