www.retailpitch.com The commerce network that links interested retailers with exciting new products
Yesterday I was reading a very interesting discussion on Linkedin about what retailers need in order to engage their customers. The gentleman who started the discussion was upset that his sales people were not doing their job of helping to inform the customers and close the deal.
With the internet as a true source of competition, most people are bypassing their local retailers, getting their information directly from the manufacturer or even an online retailer.
In order to succeed in this world, whether you are a brand or a retail location, you must have competent sales people that understand the product, the company and how your company will serve them better than the competition.
On DMSretail.com, there is a great recipe for what makes a great salesperson. Here is what they recommend when looking for and training top sales people:
1. Are able to relate to people easily. They can build rapport very quickly; understanding people are different and each type requires appropriate approach and conversation.
2. Let the customer talk most of the time (preferably 80% of the time) by asking open-ended questions to discover the needs and requirements of the customer.
3. Can recognize and relate to the objections and do not get defensive when handling objections.
4. Are able to identify and prioritize the requirements of the customer; and not just the apparent ones but possible hidden needs like status and prestige.
5. Know their products or services inside out and are able to find a good match between customer requirements and what the product and/or service can deliver.
6. Talk about benefits rather than features. They are able to express benefits in a simple yet effective and relevant fashion.
7. Always look for ways to improve their skills and knowledge. They attend seminars, read books and listen to tapes and CD’s to discover new ways of increasing their effectiveness and productivity.
8. Are determined to win. They clearly understand the definition of success in their environment and the rewards that are attached to attaining it. They like to talk about their major achievements and look forward to doing even better.
9. Are self confident and generally happy people. They don’t necessarily show their burning desire to win to the outside world.
10.Like to help others when they can afford the time, however they also clearly understand that time is the most important resource they have and the only one that can not be recovered.
What other things have you done to create incentive to help make your sales people better and more successful for your organization and themselves?