Before you block out another morning for a frustrating round of sales rep interviews consider this: you are probably recruiting all wrong. Instead of fresh blood, maybe you need sales reps with a particular strain of selling DNA.
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Objections during sales calls are like an arcade game of Whack-A-Mole. As soon as a hint satisfaction from overcoming one objection starts to wash over you, the client hits you with another. To be an effective sales rep, you need to have the agility of a Whack-A-Mole master. The problem is sales management often struggles with helping reps master this crucial sales skill.[…]
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What would happen if you handed your salespeople a handbook on selling, or a computer screen full of text...would they read it through? What percentage of them would groan and roll their eyes? It’s not that people don’t enjoy learning. As humans we have an innate constant thirst for new information- it’s why we have a love affair with our smartphones.[…]