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We base it on what our research shows successful motor carrier salespeople do. Then we add a large number of sales behaviors they should use and do not. |
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We test and revise the training based on observing the salespeople apply it on actual sales calls since 1966. |
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It is based on what the salesperson and the prospect are to do, not merely feel or think. It does not require the salesperson to arbitrarily guess at the prospect's unseen emotional state or unspoken thought process (which no one can do accurately). |
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It uses highly intensive responding by each participant with immediate feedback and reinforcement. No long lectures, no watching a video tape of an athlete or other celebrity telling them how to sell. |
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It's is realistic. The needs and objections in print and on tape are taken word-for-word from actual calls your company's sales calls. The contrasting examples between right and wrong are all real. |
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