Digital Marketing Company

We were brought into the company to do an intensive, 3-day training workshop with the new sales team. We structured this training to totally renew the team’s understanding of sales from the ground up. The team consisted of four sales people, two of whom were complete novices with no sales experience.

We began by realigning the team’s philosophy on sales, which is generally vital when it comes to an underperforming team. We teach sales as a positive experience for both parties, and we teach respectful practices such as taking “no” for an answer when it is given (this is different to handling objections when they are given!).

Next, we trained the team in our systems: our scripting, script delivery, metrics tracking, and objection handling system. Scripting and objection handling are the two big kahunas when it comes to sales, and are generally the reason why sales are falling down. We spent much of the workshop going over the strategy behind the script and how to deliver it; and how to recognise an objection – and how to handle it.

On the third day we put the team on the phone live, calling prospects and using the new systems for their calls. We were there alongside them, ready to help if they got stuck. In this way they were able to put what they had learnt in the workshop into practise, in real time.