You probably know how to buy the right products and what time of the year customers are likely to buy. You probably even run ads to drive customers into your business and think you’re good at it. But what about your salespeople? Are they lovable?
If so, why are these things happening in your business?
Sales people are complaining about prices. “We could sell more if your prices were as low as our competitors.”
They don’t really push for the sales, or call customers back. “I don’t want to turn customers off.”
“I can’t reach that quota; we don’t have enough customers.”
“Why don’t you advertise more?”
Our competitors are stealing our customers. “How can they give stuff away?”
So who is leading your crew? The only people in command are your managers. Managers need to know what problems their salespeople face and then train them to overcome these problems or hire someone. Why do so many take the easy way out and think that product knowledge is the answer to all of their company problems?
One thing l know hasn’t changed; customers still fall in love with people not products. Despite this fact, businesses spend little on making their sales force “loveable” and confident.
Seven to make your salespeople more ‘loveable and confident.’
The better people feel about themselves, the better they will be at their jobs. If you don’t feel good about yourself, you won’t learn and will lack in confidence. Find out what’s really bothering your salespeople and come up with the answers.
Train in areas that are causing the most problems. Not sure about overcoming objections? Train it and get your best salespeople to share their secrets.
Help them love what they do. Provide an atmosphere of support and learning. If people feel like they’re achieving, it’s likely they will love what they do.
Teach them how to use their time wisely. Some activities will bring in customers, and some things are just a waste of time. Sending notes to customers has high values, playing Candy Crush probably doesn’t.
Set a good example, or play ‘follow the leader.’ Managers need to be focused, supportive and always thinking how they can help people feel fulfilled. Being positive and achieving goes a long way.
Encourage creativity; everyone has their own brand of creativity. Find ways to make it happen in all of your staff. There are fun games that encourage people to think differently. Once you play the game, tie the results back to their jobs.
Discuss the price of success. Success is not something that just happens. It takes years of preparation and learning. While you’re making this happen, other things need to be put aside. Everyone will have to decide what’s most important.
Malcolm Gladwell talks about the 10,000 hours to become an overnight success.
Being happy with you is the first step in being lovable.
Lisbeth has been helping businesses build “lovable” relationships with their staff and their customers for over 20 years. To have her speak at your business or develop a training program for your managers and staff–reach her at Lcalandrino@nycap.rr.com. Or call/text at 518-495-5380.