Training on the “art” of sales — body language, listening, and being authentic

Jeremy talks with Debra Fletcher, Director of Sales Training at Stanley Martin Homes, about her perspective on sales as both an art and a science and how in her training she tries to not lose sight on the “art”: listening skills, body language, being authentic, and letting her trainees’ personalities shine through when working with prospects. Key points: ✦ Metrics matter, but trainers also need to enable salespeople to use their authentic personalities to build rapport with prospects. ✦ Ask trainees about their mindset and passion for sales, i.e. why they chose sales as a profession. ✦ Use role-play and in-field coaching to reinforce training on listening skills, body language, and being authentic with prospects. ✦ Listening is crucial and harder than it seems. Reps needs to be trained on the importance of listening and not dominating the conversation when meeting with prospects. Connect with Debra on LinkedIn: