Fundamentals of sales? Check.
How to overcome the “price” objection? Yup.
How to manage your manager? Absolutely.
Your ideal target market? Why people buy from you?
Your best marketing message and medium?
Nope.
Nope, and, let’s see…
Nope.
I have a mental checklist of information to share with a “New-to-sales, new-to-print” coaching client. But at some point, I get to the point where he/she needs to run the play. That is, I’ve given the basics and a process. All that is left to do is make the calls, learn by trial and error, and find out the things that cannot be taught, i.e. the things you have to learn for yourself.
The first 3 to 6 months are about self-discovery, after which the answers to issues like the rep’s sweet spot (ideal target client), how to communicate (note: This is different than knowing what to say, which can be taught), and the best platform to use for brand-building become clearer.
One more thing, the most important non-sequitur for a new rep to understand is this:
Expect to be terrified, overwhelmed, and rejected.
All this is normal.
Don’t think for a second that everyone else is successful but you. Keep at it and remember what I told you at the end of our first coaching call:
Run the play.
Run the play.
Run the play.
