2 Responses to “Episode 6 – Practice!”

1. Joel says:

   January 19, 2009 at 12:51 PM

   Warren the practicing piece was excellent timing. We have been discussing what we need to do as a sales team to drive more sales and profit. The how to is practicing the sales process. We also use the word winging it and it does baffle me how many sales people think they can get away with it.

   We are providing early morning training sessions based on approach, questioning skills, presentation skills, closing skills and referral skills. Each sales rep is being required to provide an opening statement (cold call) along with a followup statement (warm call) and we will role play these as a team to become more at ease and efficient with them.

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2. Warren Greshes says:

   January 19, 2009 at 6:25 PM

   Joel,

   You're a sales manager after my own heart. I love what you're doing to get your sales force prepared!

   Here's a tip for you. You might also want to practice handling objections by going over the 3 or 4 most common objections and coming up with specific turnarounds for each one.

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