 |
We base it on what salespeople did to cause the prospects to take observable action on the sales call to give them additional business. And it is what the salespeople did as we observed it, not what they attempted to recall from a faulty memory. |
 |
 |
To that model we add sales behaviors that no salesperson exhibited in our research, but should have. We think behaviors work because sales increased still more when applied on test calls. |
|
 |
To that model we add sales behaviors that no salesperson exhibited in our research, but should have. We think behaviors work because sales increased still more when applied on test calls. |
|
 |
During the training, each salesperson responds thousands of times actively in writing or orally. There are no periods of passive listening or watching. |
|
 |
Each trainee received immediate feedback on the correctness and completeness of each response. |
|
 |
It is realistic. The statements of prospects and salespeople are word-for-word examples from actual calls. |
|
 |
We revise it based on observations of salespeople and prospects. |
|
Have a question ?
