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“Sell” reps out of their slumps

The skills hat help you probe for customers needs
and buying signals can also help you learn what’s
behind a sales res slump.

When you talk to the rep, act like a salesperson
talking to a customer: Ask probing, open-ended
questions and look for the underlying issues.

Listen for the rep’s pain – that can point you to
what’s really behind the problem. Once you’ve
discovered the problem., follow these tips:

Avoid confrontation. Blasting the rep wont
work. And don’t compare him to others
on the team. The salesperson wants to get
back on track. Your job is to help him.

Try a joint call. When you both call on a
customer, let the rep do all the selling.
No matter how he performs hold your
tongue - until afterward. Then you can of-
fer our constructive criticism.

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