Aaron Ross Sessions Part II
Over the past few weeks I’ve been working on implementing the strategies that Aaron had helped us develop. He is a huge advocate of progress in“bite sized chunks” and I’ve begun to realize how effective this can be.
Two weeks ago I moved into the sales room to begin mentoring my team in a much more intimate fashion. Of course, after spending 15 minutes in the room, listening to calls and demos, I wanted to tell them ever detail they were doing wrong. It was suggested to me to just listen for the first day. I did that, and took note of the topics to discuss.
The next morning we all met to discuss my observations. While there was some pushback with my suggestions, I found them to be very receptive to short bursts of coaching. Over the next two weeks I worked both as a group and individually with my team. Much progress has been made.
Per suggestions from Aaron, we’ve implemented an “outbound” sales process using two teams and we’ve begun to develop the sales pipeline. As simple as that may sound, I suggest you read my post on the bad habits we picked up during the mortgage wave, it is very telling on how we’re having to re-invent our sales strategy.
The idea of having a “conversation”, or multiple conversations rather than going straight to the demo is contrary action for my guys. But they are working hard to break these habits and we’re starting to see the results.
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Posted by: Freddie Sirmans