All employees should hone their sales tactics
September 13, 2012
When training employees, small business owners have a variety of options at their disposal. Many choose to simply educate the individual about the responsibilities they need to undertake in their position, while others teach the person a variety of different skills that could be useful for numerous jobs around the office.
According to many startup leaders, it is often good to make sure most, if not all, of the workers at a small company know how to make a sale. Selling techniques are important tenets within a startup, entrepreneurial advice often informs, and may have to be used by all employees at some point during their tenure.
Know the products inside and out
In order for businesses to establish themselves as thought leaders, employees who have direct contact with patrons have to be very knowledgeable about the merchandise. This can be established by simply researching the product specifications and industry news.
Moreover, a New York Times blog explained, you can really only sell to people if you're 100 percent behind the product. For instance, if a salesperson is trying to persuade an individual to buy an item they either don't know much about or don't care about, their efforts aren't going to go over well. The source said a lack of conviction will be readily apparent.
Energetic, dedicated salespeople are often the most successful employees and have a high rate of closed sales.
Inc. Magazine said to close a sale they are confident about, staffers can signal the end of a conversation with a direct statement, saying something like "Let's move forward on this," or "let me walk you to the registers," depending on the sort of transaction. The magazine noted remaining confident the sale is going to happen can help customers feel like the two parties are equals, rather than fulfilling buyer and seller roles.
Form a relationship with the client
Employees have to make sure they know their target clients before they attempt to sell to them. They should have an idea about what the individuals will use their products for, as well as a general grasp on their demographics, which often includes how much they can afford to invest in the business.
"It's not about me, it's about them," American TonerServ chief executive Chuck Mache told Forbes Magazine. "I don't close the deal, but rather the client does because they run out of objections as they talk everything out."
As such, it is imperative that employees can hold a conversation with these people that is not just full of pitching and persuasive tactics. Making the customer comfortable and persuading them to like the employees can make a customer stay loyal to a brand.