Introducing
Your new presentation assistant.
Refine, enhance, and tailor your content, source relevant images, and edit visuals quicker than ever before.
Trending searches
The Mark Chap 5
7
CHAPTER 5
The Mark
Prezi presentation adapted from content by Dr. Cindy McGovern; original available at https://www.business.com/articles/all-employees-need-sales-training/
Recap
Overview
Ettie is a young teenage orphan living in a world, post-conflagration.
She is under the watch of Handler Xavier.
Small businesses without a dedicated salesforce can train all employees to make sales — even if their role isn’t actually “salesperson.”
There’s no reason why all small businesses can’t have their own salesforce.
Necessity
Necessity
The need applies to businesses of any size.
But especially for SMBs with limited staff.
Employees are required to perform a dual role as salespeople.
Company Reputation
Any employee who has contact with a customer, client, vendor, or a member of the public – even after hours – is a walking commercial for your company.
Anyone who hears an employee badmouth the business or complain about the work or the manager will form a negative impression of the company.
Enthusiasm
On the other hand, an employee who enthusiastically explains what your business does and how well it does just might convince others to hire your company and pay for its services.
Training
Training
It's important to train all employees in sales skills. This prepares employees when they find themselves in a position to influence someone's opinion about your business.
Employees who don't want to sell
Employees who don't know how to sell
Roadblocks
Employees who refuse to sell
Roadblocks
As you begin the process of transforming your workforce into an unofficial salesforce, you will run into three roadblocks:
Managers can overcome all of these challenges.
However, in the beginning of this transformation, managers may also fall into one of these three categories.
Motivation
Summary
If the employees on your staff wanted to sell, they would have applied for sales jobs.
In fact, some of your employees would rather be unemployed than try to sell.
Some may even threaten to quit.
Bad reputation
Bad Reputation
Although few modern sales professionals use tactics like manipulation and false promises to sell, they have managed
to give the industry a black eye.
Many consumers – including some
of your employees – find sales "icky," cheesy, or dishonest.
Tatics
Tactics
Employees don't have to - and should never - use those unscrupulous tactics when they're hoping to convince clients or potential customers to do business with your company.
Win-win
Employees should work to make every transaction a win-win for the company and the customer.
Train employees to listen to what the customer needs – or come right out and ask – and then offer to fill that need with one of your company's products and services.
Win-win
In that way, sales become a service. Sales become a way to help.
Change the perspective
How to help employees who don't know how to sell
They sell their children on eating their vegetables and going to bed on time.
The truth is that employees do know how to sell.
They sell all the time.
They sell their friends on eating at one restaurant instead of another.
Theme
They sell their coworkers on covering for them when they're running late.
They sold you, when you hired them.
Simple Transaction
Every time you ask anyone for anything – another order, a favor, a job, a referral – that's a sale.
Simple transactions
Salespeople
Most people are born salespeople.
Salespeople
Kids intuitively seem to know just how to get Mom and Dad to buy them a toy, or let them have an extra dessert, or give in to their pleas to stay up just long enough past bedtime to get to the next level on a video game.
Sale instinct
Sale Instinct
Somewhere along the line, though, most kids start hearing "no" so often that they stop trying to sell.
But we all have those instincts tucked away somewhere. Your employees can draw on this expertise to start selling for you.
Train employees
Train your employees in the sales strategies that you deem ethical and appropriate for your business. Share these five techniques that sales pros use to get to that win-win.
Train employees
Be a resource
If you throw your employees into the sales arena with no training or guidelines, they will freak out.
Instead, help each employee make a plan that will serve as a roadmap for each project or sale.
Awareness
A well-trained tech will notice when a customer needs additional help - help that could result in a new order for your business.
Once your employees have been trained, they will be open to making these unofficial sales because they'll be on the lookout for them.
Develop trust
A client or potential customer is more likely to buy products and services from the people they trust.
Nothing establishes trust like genuine helpfulness.
As part of employee sales training, each staff member should become aware that their behavior, statements, and attitudes can make or break a potential sale.
Make inquiries
Make inquiries
Don't be surprised when non-sales staff ask their clients if they can open another order or sell a second service to fill a need the customer has voiced.
Asking clients if they would like an additional item or service can be hard because the answer might be “no.” On the flip side, if they don't ask, the answer is definitely “no.”
Follow up
Consider every rejection a "no for now," not a "no forever." Your employees should contact clients who have said no in a week or so
to ask if there's anything else your business can do for them.
Likewise, every yes is a gift, and every employee who receives this gift should offer a genuine “thank you.”
Mindset
Employees who refuse to sell
Questions
If that's the case at your company, it's time for a culture change
Some employees are so put off by the thought of selling that they refuse to learn how or try.
Others simply don't consider sales a part of their jobs, because officially, it's not.
Company Culture
Selling cannot be optional – for anyone. If you want to turn your workforce into a salesforce, the culture at your company has to be built around the notion that every job is a sales job.
And as the owner
or manager, you need
to motivate your employees to want
to sell.
Company culture
Cultural Changes
Aside from training employees in sales strategies, you can make three cultural changes:
Cultural changes
Checklist
Make a checklist of sales behaviors that every employee should follow with every single client.
For example, before hanging up the phone with a client or showing a customer to the door when a job is finished, every employee should ask one of the following questions.
Is there anything else I can help you with?
Can I open another order for you?
Can I tell you about another service we have that I think will help you with the other problem you're having?
Would you be willing to refer our company to others or post a positive social media review about us?
Offer incentives
like bonuses, days off,
or trips for those who
make the most sales while continuing to do a good job with their original duties.
Compensation
Give raises to those who seem to be going the extra mile with customers in an effort to make sales.
Tie employee pay to these new required behaviors.
Track how many additional sales each employee makes during interactions with their customers.
Lead by example
Model the behavior. Cultural change comes from the top. If every employee is expected to ask for additional business after every customer interaction, managers and owners must do that as well.
Managers who do what they ask others to do show employees they're serious about the new required routine and about turning all employees into salespeople.