Creating Sales Stars by Stephan Schiffman

Author:Stephan Schiffman
Language: eng
Format: epub
Publisher: AMACOM
Published: 2018-09-06T16:00:00+00:00

Another way to go about this is to bring in a guest from another part of the company to share your “lesson” with your team. No offense to you, but in all likelihood your group will be more respectful to a popular leader from a different department who is an expert on the subject. If this is the case, share in advance with your guest what you would like to see achieved. Make sure to run through all of the instructions I provide in this chapter. The worst thing that could happen is that you bring in a team leader who tells her boring stories or does a PowerPoint. You could have put them to sleep all on your own without soliciting her help.

Better yet, if you could avoid “teaching” in a 1:1 meeting or team meeting, that’s even better. How do you do it? Create teachable moments—but without anyone necessarily having made a mistake. In other words, in front of your “pupil,” demonstrate the “lesson” in real time with the buyer present or with a more seasoned rep. After the teachable moment happens, don’t preach. All you need to ask is “Did you catch that? Any questions?” If your student says “Yes” and then “No,” respectively, to these questions, follow up with: “So, you are good doing something like that?”

Nine out of ten times, the Millennial rep will pick up on the teachable moment and appreciate it far more than time spent in a boring discussion or meeting. If she’s enthusiastic and replies “Yeah—that was great! Really useful,” then you would come back with “Terrific. Give it a try and tell me how it works out.”

If it’s the oddball tenth time (and maybe the rep is slower on the take) and she says “I think I need a little training on that,” then explain it further during a 1:1 session. Don’t waste time on the lesson with the entire group, even though there may be others who also didn’t get it. If you provided the teachable moment and they didn’t ask for more explanation or help, it’s up to them to sink or swim.

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