Have you ever had salespeople who just never seem to make it no matter how hard they try? These salespeople are one of the main factors for a decline in business. Your salespeople are the heart of your company and without good ones, you will find it difficult to succeed in selling your products. To train good salespeople you sometimes need to take a different approach.
Here are 10 tips that will save you from becoming the worst salesperson in the company:
1. Not being punctual: being on time is very important to a customer. Take into consideration that many of your seasonal Christmas customers will be new. Your salespeople will represent the first contact these customers have with your company. First impressions are lasting ones and your salesperson needs to make a good impression. Being on time will give a good impression to the client and increase their confidence in your company.
2. Poor presentation: some salespeople just do not have all their ducks in a row and simply do not present the product well. A presentation is the first thing a customer will know about your product. If your product is not shown correctly to the customer he is very unlikely to buy.
3. Bad attitude: rudeness and unprofessional behavior are not acceptable under any circumstances. It is quite surprising that you will meet some salespeople who are just plain rude and short with you the consumer. This gives the potential buyer the wrong impression about your company. They do not get a proper picture of the product, as they will probably not even wait for the presentation to end. You will lose many sales like this.
4. Not being articulate: a salesperson must know how to express himself with confidence and fluency. He needs to be able to greet the prospect and introduce himself with assurance. This will start the whole presentation off to a good start. When he actually presents the product he must be sure to do this in a confident manner. He should also be prepared to answer all questions concisely and well. If your salesperson cannot do this, your sale will not go through.
5. Not listening to a customer: a salesperson should not only be able to present your product but listen to the prospective buyer. There is nothing more irritating to the consumer than having a salesperson go on about a product and not letting you ask a few simple questions. After all whose money is on the line here? Worse still is when you do finally get to ask your question and instead of giving you a straight answer they go off on a tangent and have clearly not been listening to you. This will make a customer angry, and they will probably never do business with you.
6. Basing a sale on cost: it is extremely risky for a salesperson to depend on the cost to close the sales. The prospective buyer will be quick to take advantage when he sees that the deal depends on the cost factor. He will drive the price as low as he can, and you will take a heavy cut in profits for the sake of a sale. The buyer may hold off and then not even buy.
7. Not knowing when to close a sale: This is a common fault but a lethal one. Many sales have been lost because the salesperson did not know when to close the sale. A good salesperson is in tune with the prospective buyer and knows instinctively when to move to close the sale.
9. Inflexibility: a salesperson should be aware of different personalities and various situations. They must be flexible and able to adapt to different circumstances. The presentation may be the same, but the buyers are rarely the same. Each buyer wants to feel special and expects the salesperson to understand his circumstances. Inflexibility will cost you many sales.
10. Not following up a hot prospect: Follow up is very important. It is actually plain good manners. You have spoken to a person who has expressed interest in your company’s product but may not have been able to make a decision yet. It is courteous and good for the business to follow up with them. You may even make a sale this way. If your salesperson does not know how to do this you will end up losing valuable customers and sales.