Training new salespeople is such a challenge for me! I try to improve my training skills with each person and do the very best I can, but sometimes just a simple pointer from another broadcaster can be helpful. Right now, I'm training a very eager, polished, smart 24 year old. He listens to every word I say and really tries to understand and then go out and do it. Then he comes back with small successes and at this point, just "getting his feet wet" and doing ok.
Does anyone have any suggestions on how to relate to a 24 year old on - people skills (reading people) - body language, thinking on his feet........ I have to remember when I first started back in 1985 ..... it was a number's game..... reading a weather package off of a one-sheeter! The people skills had to develop in time along with the self-confidence. Maybe that's my answer. But if anyone has a tip for me or any advice, I'd appreciate it.
Kathie,
Your use of the phrase "thinking on his feet" brings to mind Chris Lytle's engaging and helpful presentation on the subject, which you can find HERE. Maybe take the time to listen to it with your new salesman, so that when he hears something that creates a spark, you're there to fan the flames.
From my own experience, I firmly believe that if you can help a salesperson learn the art of advertising (in addition to learning the principles of selling), you'll equip him to be of much greater value to your advertisers. For this reason, reading the masters and studying their work, can be of enormous value. A good place to start is HERE.
Jim Williams used to remind us that success is by the call, not the calendar. The more time your eager young man spends in the presence of clients, the better. Now - although I haven't made a formal announcement yet - I might as well mention that we're on the verge of providing some of Jim Williams' original sales training in audio form, an exciting prospect for us. The first series that we'll be uploading will be his Smart Call Demo Plan - and it is packed with salable ideas, Stay tuned.
Kathie,
Go out on calls w/ your rep. Let him do the talking and provide coaching after the meeting. Role play with him before and after his day. Make sure he's prepared prior to the call. Has he been on the client's web site? Gone to Linkedin, Facebook, Twitter, etc? Has he Googled the client? Help him develop a list of substantive CNA questions based on his research. This gives your AE confidence knowing he or she can walk into a client and ask intelligent business questions.
I think a 24-year-old today does most of his/her communication through means other than face to face. If you agree, it makes sense that people skills may be a little lacking. The biggest key for any new salesperson is the art of asking questions. Let the client talk 70% of the time and listen. I would also have the salesperson focus on 2-3 products that he can really present in a way that solves the needs and problems of the business owner.
