Manager to new copier rep: “Learning how to sell copiers around here is like drinking from a fire hose.” It’s one of the many sales mantras that echoes for eternity, and it’s timeless because it’s true.
Traditional learning methods consist of one person telling the newbie how they did it, how one method or a combination of protocols worked well for them, and the many thousands of other sales reps before them. This is not a lie, but it is not the entire truth. As a matter of fact, the most used method of sales training is baptism by fire: “Here’s a list of the prospects in your territory, it’s a good one, reach out to every one of them and secure as many appointments as possible.”
That’s it.
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