In 1500 words or less, each post will give you something you can use TODAY to build yourself, your people and your organization whether your organization is a "for-profit" or a "not-for-profit."
Like so many skills, selling ability is a learned skill. Even someone with “natural selling skills” can be better. Perhaps the most effective training method is also the one that most people feel the most uncomfortable with: role-playing. The primary focus of this post is teaching selling skills; however, role-playing can help in virtually any training situation.
Many small to medium sized enterprises (SME’s) would like to increase their “Business to Business” (B2B) sales. Some struggle with finding an approach that works. Owners, Managers, and Sales Associates from all sizes of organizations just need a plan and to keep a few basic things in mind.
All organizations should develop, empower, and foster accountability with their sales associates, unfortunately, many do not. No one disputes the need for guidelines and policies; however, your rules should help facilitate business not drive customers to your competition. Be careful that rules for 1% of your customers don’t negatively affect the other 99%.
Providing Information, being environmentally committed and operating a successful business means exploring all segments of the marketplace.
Never and always are sometimes words to avoid; however, they have a place and can form an effective reference point for training new associates for any kind of organization.
Opting out of the race to zero margins, zero profit, and zero loyalty will make you different. Listen to what customer’s say, price is important but so is value, build value and you build loyalty.
Each of the 6 steps is important, the final two steps simply finish the process we started with Building Rapport. If you have done the preceding 4 steps, closing should feel natural. Most people ignore the 6th Step and it is really the key in your sales relationship with your customer.
Two of the most over-looked steps in selling are these two: EDUCATION and DEMONSTRATION. Many times these are the keys to success.
Difficult people are a fact of life, take the time, learn how to handle these situations when they occur. Anticipate issues, and be prepared through training and practice.
Sales is part science and part craft, to be successful you need to learn the steps that help you to meet your customer’s needs and wants, with what you can offer. These lessons have come from learning from the very best people in retail, I hope they help you the same way they have helped me and my associates.