Can anyone help me please?

Quote:

Originally Posted by Joe Closer

One of the things I've inserted into the recruiting/interview process is to the subtle inclusion of an "assignment". An example would be some paperwork to be filled out with very specific instructions, and ones that I would verbally discuss before they completed it.

Quote:

Originally Posted by BossMan

Mike22 what are the three biggest challenges your new hires face to becoming successful selling your service?

A great assignment would be having the candidate put in writing what they intend to do (how will they prospect/how will they sell) to be successful in their new position.

thanks for the insight, i think that is a great idea jolly roger and guys, i havent done that yet, well the next thing is normally when we try to recruit we end up with non experienced reps which is ok i like training them to be productive, but when we get experienced reps in it seems like they have a hard time usining our sales program, the sale is low dollar high volume type of sale, and the majority of the reps i get, experienced reps that is, they dont know how to ask for the sale, in that i mean they just dont ask for the sale. when i try to explain to them they tell me they are when infact they are not. the other day one of my reps told me he had 21 clients he presented and said they were interested, i asked how many he sold, he said none. how does that happen? i asked one rep in his younger years how many women were interested in him, he told me there were plenty, i asked how many he dated, he responded, only the ones i asked. there you have it i told him haha, i guess the largest problem i have is getting my reps to ask for the sale and be comfortable with doing so, the presentation i have and the phsycology formula i have behind it is proven
this is the formula i train with

framed Question + conformity+ reward of gain(beni's)+ fear of loss & sense of urgency+ closed ended closing question= sale

pretty much everytime a rep can get through that its a sale every time it seems,

how do i build sales confidence in my reps i am very positive and encouraging with them but i think the main thing is they are lacking the sales confidence to close the sales

sorry if i am asking too many questions here and i do appreciate all of your help on this

thank you,

Mike

Quote:

Originally Posted by Mike22

thanks for the insight, i think that is a great idea jolly roger and guys, i havent done that yet, well the next thing is normally when we try to recruit we end up with non experienced reps which is ok i like training them to be productive, but when we get experienced reps in it seems like they have a hard time usining our sales program, the sale is low dollar high volume type of sale, and the majority of the reps i get, experienced reps that is, they dont know how to ask for the sale, in that i mean they just dont ask for the sale. when i try to explain to them they tell me they are when infact they are not. the other day one of my reps told me he had 21 clients he presented and said they were interested, i asked how many he sold, he said none. how does that happen? i asked one rep in his younger years how many women were interested in him, he told me there were plenty, i asked how many he dated, he responded, only the ones i asked. there you have it i told him haha, i guess the largest problem i have is getting my reps to ask for the sale and be comfortable with doing so, the presentation i have and the phsycology formula i have behind it is proven
this is the formula i train with

framed Question + conformity+ reward of gain(beni's)+ fear of loss & sense of urgency+ closed ended closing question= sale

pretty much everytime a rep can get through that its a sale every time it seems,

how do i build sales confidence in my reps i am very positive and encouraging with them but i think the main thing is they are lacking the sales confidence to close the sales

sorry if i am asking too many questions here and i do appreciate all of your help on this

thank you,

Mike

Okay, Mike, so let me ask you this: which of the following best describes your challenge:

1. Employees who lack of knowledge about how to close (if so, they need training)
2. Employees who have a lack of willingness to learn or follow your system (if so, they need supervision in the form of positive or negative rewards).
3. Employees who have a lack of ability to do the job successfully (if so, you need different employees).
4. Lack of prospects (if so, you need better marketing)
5. Employees who don't comprehend your expectations (if so, you need to better define your expectations).

Skip Anderson

well i think you hit my entire problem on the head with every question there, its seems like the people that i catch interest have no ability to sell and certainly havent the personality, but the biggest 2 are willingness to learn our sales process, and the willingness to close, my largest issue that i have now is i have a guy that has been doing insurance sales for about 26 years and i can not get him to convert to our sales process i know that if he would just listen and apply it he would be a huge heavy hitter, the other one is he cannot believe all the people he has presented with no sale and either can i, the only answer is, is that hes not asking for the sale, im not over doing it when i say our service is awesome, we are in a new to this area and he is 2 weeks new to this type of sale, maybe i am expecting too much from him this soon but newbees i have trained in have made at least 5 sales by the first week, that is if i have properly selected the newbies, maybe i should just move forward, but i genuinely want to help this guy, he has the ability and i have been trying to pull it out of him to help him utilize it, the other problem was how do i find trainable experienced reps most will not listen to me?

Quote:

Originally Posted by Mike22

how do i find trainable experienced reps most will not listen to me?

Mike22, when it comes right down to it, how important is it to you that you hire experienced reps?

In your posts, it kind of sounds like being trainable is more important to your business model than is being experienced. If being trainable is truly the most important quality that you desire, then you might want to consider focusing on that quality, and forfeit experience in your new-hires. Often, the most experienced salespeople are the least trainable.

If your experienced reps were having success, then I might suggest that you get out of their way and have them go to it in their own style with their own selling methodology, but it sounds like they are not having success. And you said you know they can be successful if they would just follow your system.

All the experience in the world will not make someone trainable.

So if being trainable and being willing to follow a system are the most important qualities for your new-hires, you need to verify in your hiring process that you're hiring the right kind of people.

Can anyone help me please?

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