Train Your Team To Sell

There is a reason that employees are referred to as “human capital.” If properly trained, they will be worth more to your company than any piece of machinery. Investing in training for each and every member of your sales team will result in increased profitability for your company. Partnering with a small business mentor can ensure that your sales training program creates a recipe for success.

SCORE Westchester’s small business mentors suggest following the tips below to get your sales team on the path to success.

(Don’t) Curb Your Enthusiasm: Excitement on the part of your sales people translates to excited customers! Ask your team members to choose their favorite product, service, or feature and explain what makes it so great. Promoting this unique piece in their sales pitches, along with the general specials, will make the sales meetings more personable. Their genuine enthusiasm about your offerings will drive sales.

Out with it: “Salesperson” is often thought to be synonymous with “pushy” or “overbearing.”  Thus, employees over compensate by being reluctant or timid. Shyness does not a great sales person make! Remind your employees that while it’s never a good idea to use an in-your-face sales approach, asking for the sale is not a bad thing. Training should include a discussion of social cues that customers frequently make. Encourage employees to read the customers body language and other non-verbal cues and tailor their sales approach accordingly.

If at first you don’t succeed: Try, try again. If there’s one skill a salesperson must learn to be successful, it’s persistence. Sure, there will be some days when the conditions are right and the customer is ready to buy where the sale seems to make itself. Other times, you may feel like you couldn’t sell ice water in the desert.  A realistic training program should teach employees that the sale will not always come easy and they should not be discouraged by rejection. Working with a seasoned small business mentor can help you give the support that they need to carry on with a difficult sales task.

Assess the Situation: SCORE small business mentors suggest gathering your sales people in regular meetings to discuss the current sales strategies. Ask each team member to share what techniques have worked well and which seemed to flop. Sales employees can learn from one another’s triumphs and mistakes and you will be able to get a better idea of how to help each and every member succeed!

Still developing your sales training program? Working with a SCORE Westchester small business mentor will ensure that your sales team will have all the tools and tactics that they need to close your sales!