I’m trying to acquire some training tools for my newer sales reps. I’d like to focus on solution selling for value vs. price, and also on building confidence.
May I strongly suggest you do not use these tools? As someone with experience I can tell you these tools are a way for the provider/author to make money. Your reps, however, will not learn. Some will resent it, others will be happy just not to be working/at their job.
The best training is always having them practice their art, monitoring them and providing peer/supervisor feedback and creating a positive environment where the reps are happy and therefore motivated.
February 28th, 2010 at 12:38 am
May I strongly suggest you do not use these tools? As someone with experience I can tell you these tools are a way for the provider/author to make money. Your reps, however, will not learn. Some will resent it, others will be happy just not to be working/at their job.
The best training is always having them practice their art, monitoring them and providing peer/supervisor feedback and creating a positive environment where the reps are happy and therefore motivated.
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