You be a part of any industry and you need some guidance when you are new to that form of business. You seek guidance from the tenured guys who has been working for that company or have being a part of that industry for years and you believe that if at all you come across a problem, you have people to bail you out. You depend a lot on them. Simultaneously, it also becomes the responsibility of the experienced men to take the onus and give proper advice to the newbie so that they can steer away from any issues and learn to deal with problems. The need of such veterans is needed a lot when it comes to selling heavy equipment. Sales in itself is a difficult job and not many are able to find this to be their cup of tea and there are many who after striving for a while generally give it up.
Not quite good with product knowledge:-
One of the major problems that has been seen amongst the newbie is that they find it tough to understand heavy equipment and therefore when they approach a client, they are not confident enough to pitch in the product and subsequently unable to sell the stuff. They lack good product knowledge and are most of the time confused as to what they should learn from this vast topic. Heavy equipment is undoubtedly a vast topic with so much to understand and one can only grasp it completely with time. So, we can’t expect a newbie to learn everything just after he is done with his training. A veteran can step in here and advise him on the areas that he should concentrate. He may not have to learn everything but just few important things that are relevant to sales.
Not all days are good days:-
In the daily life of a salesperson, he has to go through a lot of ordeal. In order to make one sale, he probably has to work hard for the entire month and heavy equipment being an expensive item; it certainly takes time for a contractor to make the decision to buy the machine. On the other hand, he should also be ready to take up insults at times which can be very embarrassing. There are times when the client do not buy the stuff but is also not rude to you but such clients are few in numbers and you get mostly people who for some reason turn out to be a bit rude when they deal with sales guys. This needs to be addressed by the experienced lots and they can always comfort the beginners by saying that this is a part and parcel of the business and one has to go through this in order to grow.
Sales trick are important to be shared:-
Every form of business has a trick that helps to complete the job faster. The veteran salespersons should share those tricks with the new guys. Do some role play with them where they will act as client and the beginners will be salesperson? In this way they can sharpen the skills of the beginners and generate a new confidence in them.
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