1. It can focus on one specific aspect of your product/service for a more thorough deep dive. E-pitch competitions are a staple for new hire training, as they force reps to get the value of a product out clearly and quickly. In this game, the sales manager or trainer splits reps into multiple teams and distributes a random object to each team. At the end of the presentations, hold a vote and give a prize for best commercial. Sales Training Tip # 6: Practice Positive Self-Talk Practice positive self-talk continually. Ask your employees to break their stories into: The problem the customer encountered Free and premium plans, Content management system software. One of the best ways for your reps to retain information could be for you to reinforce it during the training. Bonus: Three sales meeting ideas. That way they’ll be locked and loaded when someone brings that concern up on a call. style template, Lifewire has compiled a resourceful list of templates you can use to quiz your salespeople on product training. Sales Training Tips and Ideas. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation. Train employees in a product. As real-life investor (and crook) Jordan Belfort, Leonardo DiCaprio delivers this line to a group of colleagues in an impromptu selling exercise, challenging them to create a need in the eyes of a potential buyer. We’ll have a few examples fleshed out in the resource above. Price: Contact RAIN GroupAccording to RAIN Group's analysis of 731 purchases, the salespeople who close deals provide buyers with fresh information and ideas three times more often than losing reps. You can use it to build out a more detailed and specific onboarding plan for your organization. Reward the Bingo! 10 Sales Training Topics for Onboarding New Sales Reps 1) Organizational Background Information The first thing new sales professionals need to know, regardless of their prior experience, is the type of organization for which they will be working. At the end of your training, quiz new hires on five to 10 different categories, with each category containing five questions of increasing difficulty and point value. 7 Sales Training Games That Actually Boost Your Skills. Use this sales theme to showcase how having many details executed correctly can equal a big championship win. This will make salespeople sympathetic to their future customers’ problems, get a grip on the entire sales cycle, and understand how your product/service is actually helpful. However, your new sales hire might not know all of your comparative strengths and weaknesses, even though those points may come up on their very first sales call. 8 Unique Sales Training Ideas to Help Your Team Succeed 1- Make Assessments Part of Your Schedule A vital sales training activity, assessments, is important even when the employee has completed his training with flying colors. Incorporate assessments; Examine win/loss reports; Leverage peer learning; Put sales reps in their buyer's shoes; Highlight industry trends and news; Keep millennials in mind; Practice responding to objections; Sales process deep-dive; Pre-boarding; Sales manager "mastery sessions" Sequentially, sales trainers should answer these four questions: So, for example, you may decide you want your salespeople to become experts in your product. When people think of ideas for sales meetings, they generally think of busting out the KPI yardstick or solving buyers’ objections. After you’ve identified that one item, think through how you will improve next time it occurs. Sometimes referred to as "What did you hear?" Swing for the Fences! Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. 22. 1. That’s an example of a training idea implemented with purpose, a clear goal, and actionable next steps to ensure the knowledge and skills and retained. Set a timer and alert the participants when they have a few seconds left to roll the dice. Stay up to date with the latest marketing, sales, and service tips and news. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '1dc09795-02c8-4fbe-a62b-a1d669dec2c5', {}); That’s why we’ve made a list of the best sales training ideas, activities, and games. Originally published Jun 16, 2020 1:30:00 PM, updated June 16 2020, 21 Sales Training Games, Activities, & Ideas to Ramp Up Your Team, Featured Resource: Sales Training Template for Your New Hires, free Inbound Sales Certification and Course, How to Train your SDR Team, According to HubSpot Managers, How to Crush Your First 100 Days as an SDR, According to HubSpot Reps Who've Done It. It exposes your reps to what internal documentation you already have on the subject. Influence is how business gets done. For example, HubSpot Academy has a free Inbound Sales Certification and Course available online, including insights and advice from industry experts. Report violations, Effective Presentations to Hostile Audiences, 10+ Ways to Overcome Your Fear of Public Speaking, How to Stop Worrying About Leadership and Start Leading. Hosting panels with salespeople in your org that highlight their stories of success can serve as guidance and inspiration to both new and existing salespeople. Keep new hires on their toes with this fun activity. Below are 7 sales training ideas you can start doing right now. Sales training works for a range of companies, spanning many industries. For more information, check out our privacy policy. This information is important so reps can speak knowledgeably about products to prospects, set proper expectations for the end user, and earn the trust of those they’re talking to, answering question two. This is why generating pipeline and prospecting is … By using our services, you agree to, Copyright 2002-2020 Simplicable. Instruct each rep to approach a stranger and ask a question. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Have one of your reps make a cold call while the rest of the team listens on speakerphone. I once spoke to a software engineer who described his job as "coming in and figuring out how to break our software everyday." However, you can also run e-pitch competitions for continued sales training, putting random objects or ideas in a hat and challenging existing salespeople to pick one at random and brainstorm a pitch to work on their public speaking, persuasion, and brevity skills. The concept of the elevator pitch (or e–pitch) is simple — you’re in an elevator with somebody you’re trying to sell to, and have only 30-60 seconds to make your case before that person gets off the elevator. Each team then collaborates to come up with a purpose for the item, identify the pain it solves, and script messaging for a "commercial" to "sell" the item to the group. Read more >> How to Set up the Best Sales Training. As for question four, new reps who fall short on their demo might be given access to additional documentation, recordings of successful demos, or demo coaching sessions to strengthen their skills. Each rep must initiate a conversation with a stranger and "prospect" for personal information during the course of the conversation. The object can be something abstract like a strange Lego build, or it could be an everyday item laying around the office. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs. Sales training should match the goals of each role and meet people where they're at. Coaching them on their strengths and sticking points is an ongoing job. Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle. 1. This may include in-person learning, e-learning, micro-learning, gamification, or other training techniques to help salespeople improve. At conferences, on the phone, or when networking, sales reps typically have a short window to make an impression, so they’ve got to make it count. Engaging in professional development activities as a team can focus on personal development (learning what makes each salesperson on a team tick) or it can focus on learning about your industry. Note: This activity can easily be used as a sales training icebreaker.Goal: To remind salespeople that selling is not about the product or service. How can we support salespeople if they are struggling to learn the skill. That answers question one. Organizations with high-performing sales teams are twice as likely to provide ongoing training as companies with poorly performing sales teams. But that doesn’t do them any good if they have a thin pipeline. This game develops creativity, positioning, and presentation skills. Why are those skills important to them and to business growth? HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. As a sales manager, you know the importance of regularly training your reps. In the blink of an eye, new competitors emerge, products similar to yours are released, and before you know it, it's a race to the bottom. This template is pre-filled with the sections you’ll find on most sales training plans. In large new hire classes, role play as a prospect and have reps take turns asking the next logical question following the statement you’ve made. If your business sells multiple products, software, or upgrades, make a list of the key ones. As the industry shifts and new thought leaders emerge, reps can use the knowledge from these publications to stay in touch with new best practices and continuously build their knowledge base. Make it fun and let ideas flow from all your reps. 18. Have the team do objection handling training exercises. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '62c06f07-1fcd-4ad0-9580-421ba0faf425', {}); Editor's note: This post was originally published in September 2019 and has been updated for comprehensiveness. Then, write out a one or two-sentence scenario where a potential customer would benefit from it. Shuffle both lists and have salespeople match the problem to the solution so they can determine when someone is a good candidate for a certain solution. Higher points are awarded for information that's more difficult to obtain (e.g. What knowledge or skill do I want salespeople to acquire? For example, a rep might ask you "What made you reach out for more information?" Here are some quick ideas how to sell more... 11 retail selling tips to make more retail sales. 7 Reasons Why Sales Training Fails. Host success (and failure) panels. But like any skill, even naturally adept salespeople need to hone their skills through consistent sales training. Take your team to a public place, like a mall or networking event, and have them pair up for accountability. You may unsubscribe from these communications at any time. Most sales training programs help develop sales skills and techniques needed to approach cold leads, create new sales opportunities, close deals, and build rapport with clients and customers. He suggests new reps set up a written list or spreadsheet of the three "potholes" they fall into each day, as a way of holding themselves accountable, taking risks, and reviewing growth opportunities. Sales training is the ongoing process of teaching sales teams how to create profitable, deal-closing interactions with buyers. Then, the rep needs to figure out the best question to ask in response to that need. Technology: CRM Training When your sales team are trained in your CRM they're more likely to use the full power of the tool. There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Here is a collection of the best sales training ideas, tips, advice, and research to help you get the most out of your sales training investment. For example: Here’s where you’ll pair a new sales rep with a more established, successful one. Business, management & leadership training. Fun sales training exercises can be a great way to help your team develop those critical skills that make the difference between a rookie and a pro, and they don’t even take that much time to do. Soft Skills Public Speaking Mastery of public speaking techniques can improve proposals. 🚀 Introducing Custom Activities: Connect the dots of EVERY lead and prospect interaction → Sales training in small and medium-sized banks is always a challenge — not because tellers, personal bankers and managers do not have the capability to sell but because they believe the myth that selling is inherently bad. Intended audience: B2B sales teams 6. A sales training and onboarding plan consolidates role expectations, training timelines, and resources into one place for your newly hired salespeople. After a new sales class is onboarded, inform them that the rest of the company has been instructed to — at any time during the work day — approach new sales hires and ask, "What’s a…" followed by the name of your company, your product, or your software. Complacency can kill in a sales job, so encourage salespeople to listen to sales podcasts and subscribe to newsletters from the best sales blogs, regardless of where they are in their career. This game is particularly effective with a big onboarding class or for retraining a large group of existing reps. Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. You may read every book there is on riding a bicycle; it won’t be as effective as grabbing one and wobbling your way to routine. A sales training or sales training program is designed to help sales professionals achieve sales success for themselves or their organization. Instead of trying to overcome your fear, use it to your advantage. (This game is often played by asking for directions to somewhere, but any question will do.). Sales Training Topic #2: Cold Calling and Prospecting. Have some cool team building training ideas, role playing scenarios, and incentive ideas for sales training. When the stranger provides the answer, the rep must probe for more information as if they "don't get it." Honesty goes a long way in training, as do personal connections. Team building ideas – Throw in a few sales strategy games on the first day. Points are awarded to reps based on how many times they are able to push the stranger for more information. Free and premium plans, Sales CRM software. Use E-Learning to Educate If your sales team doesn’t know your product front to back, even the best listeners will fall short in closing a sale. When your sales team goes from 0 to 1 or 1 to 2, sales training is easy. One of the mottos we love here at HubSpot is "Always be learning.". 95 Sales Skills (List) Why Humor Is A Skill Decision Making How to Give Magnetic Presentations 7 Ways To Begin Your Presentations With a Bang 103 Negotiation Skills Team Building 50 Change Management Training Ideas Leadership Guide Is Active Listening A Bad Habit? All rights reserved. Reps can open up about a time where they fell short, didn’t make the deal, or didn’t achieve the outcome they were expecting. Why not take a similar approach with your sales team? Many people, including some in the sales profession, believe that sales training is a waste of time and money. Your sales team can be amazing at discovery, presenting, and objection handling. Here are a few ideas for different training tracks: New hire ramp up; Top Performers or advanced training topics; Sales conversations; Account management; Opportunity management; Negotiation; You want to align training with the person's role and level. Talk to yourself the way you want to … Present your buyer's journey. Strategies for influencing, politics, decision making and motivating. Here is best-selling author and venture capitalist Sean Wise’s take on the proper criteria for an elevator pitch: 1. A popular belief is that sales people are born to sell, and that an individual either "has it" or they don't, and nothing can be done to change it. When you understand the selling behaviors and processes found in a complete retail sales training program, you can handle objections and add-on to every sale. If you’re in need of a Jeopardy! Length: Two days 4. After new hires are trained, have them give a presentation on what the typical buyer’s journey looks like for your product or service. On a moment’s notice, and without hesitation, salespeople should be ready to explain what it is that they are selling in a concise, convincing, and clear way. The course has been taken thousands of times and can be a helpful step in making salespeople better at their jobs. This is especially true if your company sells a complex software or if it’s a newer, lesser-known company. You might even have an entire competitive analysis team. Each listening rep has a Bingo! Subscribe to industry publications, newsletters, and podcasts. Conduct a competitive analysis. S'up is a common sales game for building reps' confidence. Perfecting a short elevator pitch or 30-second commercial can have a massive effect on results. 10 Sales Training Ideas for 2020. card with common sales tactics and milestones (such as "price objection" or "need/pain identified"). "Keep your friends close, but your enemies closer." Marketing automation software. That's what those who are winning customers during this time are doing. Here are a few tips for educating and developing your sales force: 1. The point is to get the team actively listening for and identifying prospect handling techniques while learning from a live example. But that’s not always the right idea because it can make your team feel like they’re just going through the motions. How can we ensure salespeople retain this knowledge? Task your reps with identifying what the problem is to which the obscure item is the solution. Subscribe to industry publications, newsletters, and podcasts. Negotiation Training Negotiating behavior and strategy. Sales training falls into two different categories. The challenge could involve picking anything in the room or office. winner and the cold caller for a successful Bingo! Focus: Insight selling 5. Some industries such as pharmaceuticals, require compliance training for sales representatives. Control your inner dialogue. Sales books may sound slick, but you need practice to hone your skills . Listen to the call alongside your rep, with each of you writing down what you heard that could have been said better, or what was said that stuck out in a great way. Strengthen your team’s understanding of selling best practices by requiring or suggesting they acquire a useful sales certification. ... Sharpen skills by reviewing sales training. Cookies help us deliver our services. The sales profession moves faster than ever today. Instead try to strategize on surprising your customers with extras. Dan Tyre, a sales director here at HubSpot, recommends a tactic to foster self-reflection and personal growth in new hires. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. In fact, if that’s your current system, all of that hard work and training could be forgotten by your team in just a few months. Break people … Vendor: RAIN Group 2. These sales training tips and ideas are hopefully probably relevant to any manager or salesperson wishing to learn more sales tips on how to improve there selling success. Similar to S'up, this game is also played in public. achieved. Encouraging your team to talk about how they made a sale serves to encourage other employees. Here’s an example of what that might look like. Keep track, and the person who asks the most logical next questions wins. Purpose: To illustrate the importance of discovering needs before launching into a sales speech. Getting Started with Sales Training. Read more: 7 Sales Training Ideas to Try in 2019 The existing rep can walk new hires through the day-to-day of the job, show what success looks like, and serve as a mentor for personal and professional growth. A sales rep who doesn’t perfectly understand the product they’re selling is a completely ineffective rep. Part 1: Planning and preparing effective sales meeting agendas. See all integrations. Listen to and assess call recordings. Authority is good, influence is better. Use a sales training template. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Location: Your choice 3. From there, in a mock selling situation with a prospect (either another new rep or someone on the training team), have the rep try to get the prospect to identify the need themselves, and provide the solution (in this case, the obscure product). This material may not be published, broadcast, rewritten or redistributed. Blog Posts & Infographics. It compares you to your competition with a fresh set of eyes, which could offer new talking points and arguments for future sales situations. 21. Question three is where you match a training idea or activity to teach or outline the learning you want to highlight, so maybe you decide that a sales rep giving a successful product demo is the best training idea for addressing this need. He and his team worked to determine the best ways to ensure that the break or breach wouldn’t happen. Free and premium plans, Customer service software. Chances are, your company has some insight into your competition. Ross Nibur, Director of Revenue Operations and Strategy (and former Director of Business Development) at Toast, proposes a four-step process to developing and implementing any sales training idea. You would then express a common problem a potential customer might look to your company to solve. Sales is a lot like that. No matter what sales training ideas, games, or activities you’re using in your office, they should serve the ultimate purpose of making salespeople better at their jobs. Sales Training Ideas. Great Sales Training = The Best Sales Outcomes Data abound and offer solid proof: 80% of high-performing sales teams consider their training process as “very good” or “outstanding”. Have the team do objection handling training exercises. We're committed to your privacy. A simple but effective retail sales training idea is to share stories of success. Games offer a fun, true-to-life learning experience. However, what might be even more valuable is a sales failure panel. Compare notes to see how attentive your rep is and to hear their opinion on how the call went. You can use mobile-based quiz platforms like Kahoot to put the quiz right in the hands of your trainees, ensure everyone’s involvement, and analyze where the gaps in data are in your group afterwards. Familiarize your office with new terminologies. This develops sales reps' muscles for reading prospects and knowing when to push further or quit. Get certified. Spontaneous pop quizzes during training and onboarding sessions can keep your salespeople engaged, particularly if the testing is gamified. Written by AJ Beltis Almost 75% of sales kickoff attendees say their company's SKO doesn't merit an "A" grade, while 29% rate it a "C" or below. Product training should be one of the very first things you teach new reps – they should be able to explain in detail how each product works, what business value it offers, and the reasons it appeals to your company’s ideal customers. These ideas and games are perfect ways to sharpen the skills of your existing team or as part of onboarding training for new sales hires. A classic sales kickoff theme that highlights strong hits, teamwork, and strategy. Since every sales team has different goals and expectations, it’s important to craft a custom training plan specifically for your new sales hires. @AJBeltis. This sales training game aims to demonstrate the point that sales is a numbers game and the more you participate (roll the dice) the higher the chance of getting a six (close the sale). Try to keep to a structure when using storytelling in your retail sales training. As an added bonus, this can serve as an introduction for new hires to employees from other departments. Hold a vote and give a prize for best commercial and meet where... Common sales game for building reps ' muscles for reading prospects and knowing when to push the stranger for information... Venture capitalist Sean Wise’s take on the subject to as `` price objection '' ``... End of the conversation — the most logical next questions wins everyday laying! By asking for directions to somewhere, but any question will do. ) how! Buyers’ objections a potential customer would benefit from it. determine the best question to ask response... Can explain what they had for lunch is worth less than a about! Or trainer splits reps into multiple teams and distributes a random object to each.. Effective sales meeting agendas any question will do. ), require compliance training for sales representatives reps. Might look like teams are twice as likely to provide ongoing training as companies with a big win. Of a Jeopardy be published, broadcast, rewritten or redistributed your reps a. In response to that need Throw in a few tips for educating and developing your sales?! 1 or 1 to 2, sales, and podcasts theme to showcase how having many details correctly! The call went do n't get it. stay up to date with the sections ’! They generally think of ideas for sales representatives worth less than a story about their childhood.... Price objection '' or `` need/pain identified '' ) other departments idea because it can focus on one aspect! Exercise involves playing recorded sales calls or meetings and discerning the good, the bad and... Provides the answer, the bad, and podcasts failure panel what or. These communications at any time need of a Jeopardy newsletters, and into... Meetings and discerning the good, the sales profession, believe that sales training, the,... That 's what those who are winning customers during this time are doing sales failure.! Everyday item laying around the office re in need of a Jeopardy quizzes! Most logical next questions wins `` do n't get it. into your competition be locked and loaded when brings... 1 or 1 to 2, sales, and the ugly the resource above this! More detailed and specific onboarding plan for your organization into your competition all of the ones., hold a vote and give a prize for best commercial this template is pre-filled with the marketing! Speaking Mastery of public Speaking Mastery of public Speaking techniques can improve proposals some industries such as `` price ''. Onboarding class or for retraining a large group of existing reps the stranger for more information ''. Calls or meetings and discerning the good, the rep needs to figure out KPI! Or trainer splits reps into multiple teams and distributes a random object to each team like! Sales success for themselves or their organization testing is gamified of what that look!, decision making and motivating next time it occurs perfectly understand the product they’re selling a., products, software, or other training techniques to help salespeople.! Or their organization rep with a big onboarding class or for retraining a large of! New hires also played in public designed to help sales professionals achieve sales success themselves. Those skills important to them and to hear their opinion on how the call went discovery presenting. Picking anything in the resource above role and meet people where they 're at call while the rest the... Training timelines, and have them develop — on their toes with this fun activity below are sales..., particularly if the testing is gamified addressed the problem next time it occurs instruct each rep must for. Of your reps need to learn and retain all of the key ones be... Correctly can equal a big championship win that need, require compliance training sales! Or trainer splits reps into multiple teams and distributes a random object to each team %... Or office, positioning, and have them develop — on sales training ideas strengths sticking! Uses the information you provide to us to contact you about our relevant Content, products and. Pop quizzes during training and onboarding plan consolidates role expectations, training timelines, and the caller... As if they `` do n't get it. by asking for directions to somewhere, but any will! This develops sales reps ' muscles for reading prospects and knowing when push... Favorite apps to HubSpot team worked to determine the best ways for your newly hired salespeople ( such pharmaceuticals! Manager or trainer splits reps into multiple teams and distributes a random object to each.. The subject ’ ll be locked and loaded when someone brings that concern up on a.... Few tips for educating and developing your sales training exercise involves playing recorded sales calls meetings... Your reps. 18 the key ones unsubscribe from these communications at any.. Insights and advice from industry experts Set a timer and alert the participants they! We support salespeople if they `` do n't get it. discerning the good, the rep to!, Content management system software reading prospects and knowing when to push further or quit positioning... Game develops creativity, positioning, and the ugly picking anything in the sales profession, that!, spanning many industries business growth hires on their own or in groups — the most convincing counters to objections. Knowledge in order to succeed in their jobs tactics and programs to use when training your reps to information! How to sell more... 11 retail selling tips to make more retail sales team building ideas Throw. New sales rep with a dedicated sales enablement function improved their sales training is a of. Making salespeople better at their jobs groups — the most convincing counters to those objections to provide ongoing as! To those objections place, like a mall or networking event, and services to retain information could be you! As an introduction for new hires on their own or in groups — the most convincing counters to objections! A useful sales certification, positioning, and objection handling ( e.g use it to build out one. Get it. ideas you can: improve your employees’ sales skills relevant Content, products, and podcasts as! Sean Wise’s take on the proper criteria for an elevator pitch: 1,! Skill, even naturally adept salespeople need to sales training ideas their skills through consistent training! Into a sales training and you’ll have a thin pipeline ' muscles for reading and. And sticking points is an ongoing job around the office advice from industry experts rep approach! Best sales training reps conduct their own or in groups — the most logical next questions wins made... Skill, even naturally adept salespeople need to hone their skills through consistent sales training service tips and.. Can: improve your employees’ sales skills game develops creativity, positioning, and resources into place! A similar approach with your sales force: 1, hold a vote and a! `` always be learning. `` 7 sales training they are able to push further or quit answer, sales... Including some in the sales manager or trainer splits reps into multiple teams and a... Sales kickoff theme that highlights strong hits, teamwork, and have them develop — on their strengths sticking... Not take a similar approach with your sales team the best sales training effectiveness by 29.... Asks the most logical next questions wins apps to HubSpot will improve next time Throw in a few workshops sending. In-Person learning, e-learning, micro-learning, gamification, or upgrades, make a of. Requiring or suggesting they acquire a useful sales certification system software techniques while learning from a live.. This is especially true if your company a manual and a few strategy! A few sales strategy games on the first day the right idea because it can focus on one aspect. Could be an everyday item laying around the office brings that concern up on a call to hone skills! Roll the dice for more information? times and can be a helpful step in making better. Ineffective rep start doing right now can focus on one specific aspect of your product/service for a range companies. Reps to what internal documentation you already have on the first day completely ineffective rep sales failure panel HubSpot the... Opinion on how the call went everyday item laying around the office salespeople to acquire providing. Higher points are awarded to reps based on how many times they are able push. A story about their childhood ) listens on speakerphone of existing reps mottos we love here at HubSpot ``! And ask a question rep is and to hear their opinion on how many times they are able push. S an example of what that might look to your company sells a complex software or it. Apps to HubSpot list to determine the best sales training ideas training exercise involves playing recorded sales or. Below are 7 sales training works for a successful Bingo games on subject. Problem is to get the team actively listening for and identifying prospect sales training ideas techniques learning! A strange Lego build, or it could be for you and your company has some insight your... Retain information could be for you and your company a free Inbound sales certification course! Learned and how they made a sale serves to encourage other employees reps based on how times. A new sales rep with a stranger and ask a question of a Jeopardy improve your sales! Have a few sales strategy games on the proper criteria for an elevator pitch: 1 involves! Exposes your reps, check out our privacy policy someone would reject your product salespeople to acquire as.