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Essential Level Series
There is no more valuable training tool than a video
recording of a salesperson’s presentation used as a critique
and coaching opportunity.
The idea of the mystery video shop process is to be positive
and “catch the salespeople doing things right,” then reward
and reinforce those actions until they become habits.
Likewise, the shops will illuminate activities that are
not positive, and that are inadvertently sabotaging the
salesperson’s success. There is no hiding from the
truthfulness of an objective camera. Once identified, these
habits can then be corrected or eliminated and replaced with
the correct processes.
Video shopping, and the subsequent evaluation and training
is one of the most beneficial investments that you will ever make in your company and your sales organization.
In many instances the resulting growth from the video shop
coaching is both exponential and transformational.
During the Mystery Video Shop Review, Critique &
Coaching sessions, a New Home Specialist facilitator will
review individual salespeople’s video shops with them, and
help the salespeople identify which elements of the process
need to be eliminated or refined, and which elements are
not present and need to be added. The sales manager will
be present for each session, and will learn from the NHS
facilitator how to conduct reviews and provide coaching
him- or herself.
E-024 - Mystery Video Shop Review, Critique & Coaching
Introduction
There is no more valuable training tool than a video
recording of a salesperson’s presentation used as a critique
and coaching opportunity.
The idea of the mystery video shop process is to be positive
and “catch the salespeople doing things right,” then reward
and reinforce those actions until they become habits.
Likewise, the shops will illuminate activities that are
not positive, and that are inadvertently sabotaging the
salesperson’s success. There is no hiding from the
truthfulness of an objective camera. Once identified, these
habits can then be corrected or eliminated and replaced with
the correct processes.
Video shopping, and the subsequent evaluation and training
is one of the most beneficial investments that you will ever make in your company and your sales organization.
In many instances the resulting growth from the video shop
coaching is both exponential and transformational.
During the Mystery Video Shop Review, Critique &
Coaching sessions, a New Home Specialist facilitator will
review individual salespeople’s video shops with them, and
help the salespeople identify which elements of the process
need to be eliminated or refined, and which elements are
not present and need to be added. The sales manager will
be present for each session, and will learn from the NHS
facilitator how to conduct reviews and provide coaching
him- or herself.
