Customer does not oblige by talking to salespersons. They help each other.
Install the sales function in every salesperson. It is not a â€œPlug and Playâ€ function.
Any new recruit in the sales team has to be â€œinstalledâ€ in a sales team and not just â€œinductedâ€. Sales is not a story which they hear once and remember.
At SCIPL, we follow this methodology
- ABC (Awareness Before Change) of Sales
- The Art of Science of Selling
- FAB approach to product training
- Field coaching in sales for one week
- Introduction to Management Information Systems , Customer Relationship Management software at clients end The salesperson is induced with necessary confidence before handing them back to the client so that they can start work from Day 1.
Do not leave sales baptism to chance. Induction should be a structured process.
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