21st Century Sales

On our first day we did a lot of housekeeping things.  Like picking a name, for example.  (Most agents have a "stage name" they use for work.)  Or taking a geography lessons.  (I wanted Vhanessa to learn about the geography of where she was selling into, and I was curious to get a geography lesson on her area of the Philippines.)  We also went over scripts in infinite detail and role playing for what seemed like hours at a stretch.  We studied the business my client is in and reviewed websites she could reference for more information.  I even asked her to listen to Internet radio and watch the live news over the Internet so she'd get a feel for the events that the people she would be speaking to might want to chat about.

Vhanessa, unlike my previous agents, likes to ask questions.  Rather than get her calling, we've spent the better part of the week discussing the "perfect call".  On her first day of calling, she made 3 calls.  On her second, she made 21.  Today, she made 32.  However, her calls are very good calls and she is rapidly gaining confidence with the script, the CRM system and the methodology.

Atta go, Vhanessa!