Video Empowered Sales Techniques (VEST)
Video Empowered Sales Techniques are more effective than we thought! We had three parallel pilot projects in separate industries and the results were stunning. The newly trained sales techniques were used in practice 50% more often.
Financial, Pharmaceutical and Retail Partners of our company were looking for something fast and effective. The main challenge was that the trained sales techniques were not applied in practice. The training companies in all 3 cases did a great job, only sales staff was reluctant to use the techniques in a real life situation. Moreover, they insisted having done so, regardless of the following Mystery Shopping tests showing the opposite. “The shopper probably lied about me…” – was the excuse for some in the program. So how do we deal with this resistance? – came the question.
Phantom Shopping has elaborated a technique to overcome this missing chain link.
The expression “to VEST” means to dress someone up or in other words to clothe someone. And that is exactly what this service brings you. It is the missing chain link between training and Mystery Shopping. Training teaches sales techniques, Mystery Shopping measures the application in real life, and VEST can get people to apply the newly learned techniques in practice. It is like finally putting our new garment on.
How does it work?
- It is a lot like coaching.
- It all starts with the written approval of the trainee, which is necessary for the protection of individual rights. The trainee shall allow us to make a hidden camera video recording of s/his sales performance in real life.
- After the written approval, the trainee is tested with a Video Mystery Shopping technique.
- Our coach, who makes the Video Mystery recording, returns to the trainee after the recording is downloaded and saved. The coach uncovers s/his self and together with the trainee, they view the recording and go through the missed sales techniques.
- The trainee keeps the recording, and the coach destroys s/his copy.
- The critical part is that the Client does not necessarily get the recording if the trainee disapproves. This way the trainee is less resistant and much more willing to apply the missed techniques in practice.
So the trainee already knows the techniques, but it is the matter of applying in practice. Again, it is like finally putting our new shirt on. We can help you VEST.
