“The Specialist” Sales and Management Training Blog

Hello kind readers,

Today’s Specialist Spotlight on the Radio Hour focused on the things you DO NOT do when your manager or mentor is training you in the field.

Over the years I have field trained literally hundreds of new and experienced sales persons. What the observer must realize is that the most important thing going on is that whoever you are observing is taking you out for a reason! You must be new or doing something WRONG!

Point, it is time for you to keep your mouth CLOSED, and your eyes and ears open. You must remember that when the professional is engaging a prospect he or she is in the process of constructing building blocks of trust, sincerity, as well as confidence with this potential customer.

Any time you even open your mouth to utter one word you are causing the sales professional that you are watching to have to start all over again in the building process. No matter how many times I have warned trainees to not speak it is like they suddenly get diarrhea of the mouth. After I politely warn them I let them know in no uncertain terms that the next time they say a single word while I am engaging a client I will inform the prospect that obviously the trainee knows a great deal more about the subject then I and I proceed to leave the trainee there and I leave.

In 40 years of selling that is the only thing that I have found that works 100% of the time. Please remember, the professional is doing YOU a FAVOR! Be thankful, learn what you can, take advantage of the experience by keeping your mouth closed and again your eyes and ears OPEN. You might learn something. You will definitely appreciate this when it is your turn to take someone else and show them your craft.

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“The Specialist”