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I remember being amazed by a newbie to the car industry -- he had been in sales all his life -- 30+ years -- but had never sold cars. Day 1 the manager started feeding him some inter-nutters.His engagement rate was damn-near 100%. He won an August sales contest in month 3 (against 60+ other salespeople). His secret? He simply, naturally answered their friggin questions! No BS templates -- no "we'd like to learn more about your...." or "we're happy to set-up a test drive, would XX or YY work better for you?" Just picked-up the phone and spoke to the customers like he was speaking to his neighbor.Being trained in APB Selling, it was a lesson I never forgot: in the new paradigm, I needed to "unlearn" what I had been taught. Today, it's not lost on me at that much of the "training" many Salespeople and ISM's receive actually teaches them how to alienate the Internet Lead/Customer.
I remember being amazed by a newbie to the car industry -- he had been in sales all his life -- 30+ years -- but had never sold cars. Day 1 the manager started feeding him some inter-nutters.
His engagement rate was damn-near 100%. He won an August sales contest in month 3 (against 60+ other salespeople). His secret? He simply, naturally answered their friggin questions! No BS templates -- no "we'd like to learn more about your...." or "we're happy to set-up a test drive, would XX or YY work better for you?" Just picked-up the phone and spoke to the customers like he was speaking to his neighbor.
Being trained in APB Selling, it was a lesson I never forgot: in the new paradigm, I needed to "unlearn" what I had been taught. Today, it's not lost on me at that much of the "training" many Salespeople and ISM's receive actually teaches them how to alienate the Internet Lead/Customer.
