No wonder doing a sales job is one of the most difficult jobs one can do and it becomes harder when you do not get much support from the people who have been doing this job for years. It is pretty obvious that the young guns will definitely look for some sort of support from the older guys and this will what help them to climb up the ladder in life. Selling heavy equipment is considered to be a tough man’s job and not everybody can take the agony of persuading clients to purchase a thousand dollar stuff which the sales guy himself does not know much about.
The new ones will certainly not have much idea with what they dealing with but the tenured guys know how to crack the deal and which machine is used for what purpose. They kind of try to know the requirement of their client and then pitch their product. But the newbie will not be able to do that effectively. He may possibly speak everything about the heavy equipment that he has learnt from various sources but when it comes to comparing it with the client’s requirements, there are high chances that he might get completely bowled.
Give veterans a team to mentor:-
Every newcomer to any business needs a mentor to guide them. Here the veterans can play the role of a mentor and guide the new sales guys to glory. There are lots of tricks to a successful sale that a veteran sales person learns during his years of selling heavy equipment. He can share a bit of them and check how the guys are incorporating those tricks in their sales activity. Right from cold calling to fixing an appointment to making a successful sale, he needs to check that the guys are doing well in their job. In case, if someone is having a hard time and is dealing with some issue, he can jump in there and try to fix the problem. If required he can accompany the person for few appointments with different contractors or construction companies and show him the right way to sell heavy equipment.
Talk one to one with the new guy:-
Talking one to one with the new guys is a crucial point that the veteran should take into consideration. Not all are brilliant salesperson and some needs that extra nurture to develop into an excellent sales guy. More to this, not everybody understands heavy equipment the way it is and therefore there is a need of someone who can explain them about machines in simple terms. There will be no better person than a veteran who can help the young guns with their problems. Not everybody will speak up in front of everyone and they might feel more confident to speak on a one to one basis.
The beginners are full of energy and they can find ways to deal with things but what they need the most is some support from the experienced lots and once they get that, they can very well take care of their profession.