It’s a standard practice for a new sales rep to tagalong on a sales call with someone with more experience. We used to call it, “The four-legged sales call.”
But why is it only for new sales reps? I mean, couldn't everybody benefit from seeing how someone else does it?
My oldest daughter, Kate, isn’t an eight-year veteran employee at Apple Computer. She is what they call a Lead Genius. Part of what got her to that desirable position (not to mention the admiration of everyone who works with her) is the fact that she occasionally asks a fellow employee to shadow her as she interacts with the client and then provides her with feedback. As a result, Kati continues to learn and continues to grow.
Summertime is known for being slow. What better time, then, to go on a four-legged sales call with another sales rep and listen in to see how they handle the client? You never know what you will learn but I promise you that observation is a great teacher.
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Bill Farquharson can be reached at (781) 934-7036 or bfarquharson@idealliance.org
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.