sales training
Man o man, I just about forgot how much fun selling is.
His business is all automotive, from emergency roadside mechanics to handling AAA flatbed and towing. I'm a software developer and salesperson who knows zilch about any of that.
I was not introduced to anyone as the owner's brother or a sales trainer, just as an entry tech. I wanted to get a feel for how everyone communicated with each other and, I needed to learn a bunch of stuff and, I didn't need the waters muddied by people being nervous or under/over teaching.
My goal is to teach everyone who works there now with one on one teaching. All new employees will get five days of training. In the beginning, it's just going to be me, training. However the training is a proven formula that they will be expected, to use and, to pass on because I want everyone selling the same exact way. And I want people who use the method to teach the method, imo, it's the easiest way to spot the people you need to fire before they suck up too much payroll.
Some of the employees have worked with my brother for 15 or 20 years. So we cant just boot them because they can't or won't sell. Well, I could, but my brother would never. If I can get any of them to understand and apply even basic upsell techniques, then I will consider that a win. I'm betting on the new employees to become the real earners.
So far I have only taught two new employees the new way, and one of them just matched the company sales record. The record was 14 sales in a twelve-hour day. The trainee (no sales experience - 24 yr old certified mechanic) did 14 sales (out of 15 calls) in an eight-hour shift.
Looks like we're on the right track
What if they're not stars? What if they are holes poked in the top of a container so we can breath?
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