In this real estate coaching video I talk about my experience at a Starbucks watching a sales manager training a sales rep. Their product was windows.
It was clear to me that this window sales rep did not know anything about the product that she was selling. The sales manager didn’t seem that concerned with this though. He was training her on objection handlers and closing techniques.
I feel that knowing what you sell is more important than knowing how to sell.
Even though my job as a sales trainer is to help you develop more business, if you don’t have a foundational understanding of homes, contracts, etc. everything I do as a sales trainer with you on is a waste.