I could see on my new hire’s face that he was having a rough phone session.
His shoulders slumped over as he hung up the last call.
His last call sounded argumentative with the DM before they hung up.
“How are you doing?”-Me
“Um..it’s a bit rough. Did you hear that last call?”-Rep
“That’s how most are going. I can get through the GK if they are there but I can’t seem to book the appointment”-Rep
“Can I give you some feedback?”-Me
“Your main script is NAILS; your objection handling is NOT what I trained you on. It’s a free for all..”-Me
“Well, it doesn’t feel natural to me..”-Rep
“I get it-let’s just roleplay it as I promise you the 5-step sequence works. It just takes practice”-Me
I grab my laminated sequence.
We roleplay a series of objections right on the spot and run through the sequence a couple times.
“Ok, let’s do it live”-Me
The rep starts dialing.
8 dials go by and all are sent to VM.
On the 9th dial, he gets the DM
He runs the sequence and gets to step 3..and books it!
I see the shock and awe on his face.
He dials 5 more dials and books the 6th dial.
He’s now a believer.
Sometimes the best training is done live in the field.
Do you agree?
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