Make the Most of the Time with Your Team
You take a call from an installation crew that wasn't given proper instructions and is missing some things it needs to complete the job.
You're interrupted to talk to a customer who can't get his questions answered by his sales associate.
And so it goes.
Sales training is the single most important responsibility of a sales or store manager. The only way your associates will know how to take care of your customers the way you want them treated is if you teach them how. They'll only know how to conduct a professional, customer-focused presentation if you show them how it's done. Associates will only understand how to turn features into important customer benefits if you illustrate how to do it. They'll only sell complete packages with all the possible options if they know how to keep selling until the customer stops them. And they'll only close sales if they know how to ask the customer to buy.
The key to successful sales training is in planning for it. Make the planning a priority and set aside designated time for it. Clear your head of all other distractions and concentrate on the results you want your meetings to produce.
You have limited time to meet with your team as a group. Make sure they really benefit from those sessions.
You'll only get out what you put in.
Elly Valas is the former president of NARDA and the CEO of Valas Consulting Group, LLC, a retail consultancy. She can be contacted at firstname.lastname@example.org. You can purchase copies of her book Guerrilla Retailing at www.ellyvalas.com.