Training on product knowledge and operations is a fairly black and white process, however, training on sales skills is as much an art as it is a science.  All employees should be trained on the same basic process but how each employee interacts and conveys their message to the customer is going to vary based on their individual personality.  This process can be initially reviewed in a classroom environment but ultimately shadowing and effective role-playing are the best methods to teach sales.

No matter how much the technology changes basic selling skills and techniques are universal.  They can be broken down in several ways but the essential elements in any sales process are; greet, qualify, present, over-coming objectives, and close.  These steps or a similar version of them should be engrained in your sales reps head and become second nature.

One thing you may want to consider is where the credit check comes into the process if it is a new activation and not a renewal.  It’s recommended to take care of it first so you have a clear understanding of what the customer is eligible for prior to start the sales process.