In todays ever more automated world and, one where people are looking for the quickest ways possible to make purchases, having an edge or something that sets you apart form the rest is really important. Having staff that know the intricate details of what they are selling could make all the difference, every business has sales people but how many of them really know what they are selling?
Sales people don’t need to know technical detail
There was a time where it was thought that sales people didn’t need to know the technical detail behind what they are selling. History has shown us that as consumers, you have more confidence in what a person is trying to sell you if they know what they are talking about and aren’t just ‘full of’ sales jargon and smooth sales pitches.
Often, you would have a meeting with a slick looking individual that had charm in abundance, but when it came to wanting to find out more about what they were trying to sell you, it was almost expected that they would then pass you on, ‘relationship over’, to ‘a technical person’ who essentially would close the deal.
The world has wisened up to these kinds of tactics which has seen the evolution of sales training companies such as Optima Sales Training, understanding that the role of a salesperson is much more than simply the ‘face’ of an idea that they want to sell you and actually a much more rounded, skilled profession.
Knowing your stuff inspires confidence
Granted, the less detail that you go into means the more people you could see during a day, giving you more chances to sell your products, if seeing more prospects is important to you then you may wish to look at this informative blog all about using technology to drive more customers to your business.However, much like a witty sales pitch, are these really quality prospects or just‘quick whims’? Business is built upon relationships, as such, is repeat business and quality customers.
The chance to sell to ‘one hit wonders’ soon dries up if the ‘quick whim’ approach is used, there are plenty of failed ‘make a quick buck’ former abusiveness owners that can help to confirm this. The way to really get quality customers that you can build long lasting relationships with and conduct repeat business for years to come is to know and care about what you are trying to promote.
If you and your staff know the ins and outs of what you are selling and care about the relationship that they have or are trying to build with prospects then it shines through inspiring confidence.
Training is Crucial
In order to ensure that your either yourself or your staff have the knowledge they need and how to apply that knowledge when speaking with existing customers or prospects it is really important that they receive the correct training and if you are trading internationally then you should absolutely keep up to date with the overseas business risk information provided by the government.
Salespeople are much more than just the ‘face’ of your business, the more that you invest in them in terms of both time and money will determine their success and in turn, the success of your business.