Having trained more than 1,000 sales representatives in the security industry, author Gail Kasper has seen many of them face the same challenges. In this article, Kasper depicts – in a first-person style – some of the challenges a new salesperson faces; more than 10 proven tools and techniques that will lead a new sales representative to success; and some of the common mistakes new salespeople make as they enter the security field.
John is a new residential sales representative who has just completed his third week on the job. His prior sales experience includes retail and some door-to-door cold calling. John has spent the past three weeks learning his company’s paperwork system, becoming familiar with the equipment and how to design a security system, and observing installations and service calls. Now in his fourth week, he has tried door knocking with little success.
GAIL: So, John, I understand you’ve been in the business a little over three weeks. How’s it going?