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Episode 162

2/1/24

Topic: Get the Most Out of a Selling Technician

Guest: Patrick Quigley, president of Sales Training by Design



In this episode we discuss:

  • PMP Industry Insiders Peer Groups

  • Types of technicians and how they're different

  • "Drop-dead pests" and the role they can play for selling technicians

  • What to do if you only sell over the phone

  • How a selling technician differs from a regular selling role

  • How much to pay selling technicians

  • What to call this position

  • How to identify who would make a good selling technician (personality, personality, personality)

  • Pay structures for selling technicians based on "what if scenarios"

  • How incentives can affect selling technicians' performance

  • Why you need a training process and where to start

Resources mentioned:

Notable: "From a commission perspective... I wouldn't pay anything less than what you'd pay the lowest tiered salesperson." —Patrick Quigley

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