Louis Massaro argues salespeople need training in what to say and when to say it, using a caring approach instead of hard pitches. Small improvements in booking percentages matter, and the sales environment itself must be strong for training to work.
You just need people that know what to say, when to say it. They sound good, they're friendly. Because in moving, it's not some hardcore pitch. They need to move. You grab them by the hand and you lead them to doing business with your company. You care about your customers, you love your customers, and you treat them in a way where it's like, we want you to move with us and you're just guiding them to it. If you think about your week, I'm too busy, I'm too busy. What's more important than equipping your troops with the mindset, the tactics, the strategies, the implementation that they need to go get you money? You've all seen what, like, increasing booking percentage can do by just 5% to your numbers, right? All of that stuff is great, but we first have to make sure that what we're sending them into is strong. And that really starts with training the people that are on the front line.
