Training in the nature of the sales process. An attempt to make a sales neophyte into an effective salesperson by teaching him or her only one of the many sophisticated sales techniques probably would not work and might even be detrimental.
Seldom will one approach to sales work with more than a handful of customers. The many situations a salesperson confronts on a daily basis are too varied to be accommodated by one approach to the sales process.
It makes much more sense to help the trainee understand the essence of the sales process so that the person can tailor his or her own approach to a given sales situation. Continue reading