Sales & Marketing Management

Let us look in more detail at how you can do this:

1. Take a hard look at your staff scheduling to ensure that you have
   adequate personnel on duty at all times.
   Part of understanding customers is to know when they come into your
   business and to make sure that you have the right people there to serve
   them.
   We all have heard the saying; 'You can't sell from an empty wagon.'
   Similarly, you can't serve your customers satisfactorily at peak traffic times
   if you have too few or untrained and uncommitted staff.


2. Regular refresher training is very important. It is extremely important to
   keep staff focused on:

Staff may feel inadequate in a selling situation if they have not had

refresher training recently.

Nobody wants to do a poor job.

When salespeople fail, it is often due more to a lack of confidence than

anything else is.

3. Praise staff for a job well done

Don't take your staff for granted.

Everyone likes to be recognized, in front of his or her peers for good

performance.

When was the last time you did something to make your staff feel positive

and proud about themselves and their place of work?

Who the customers are

Basic selling skills

Good questioning techniques

Determining the customers' needs

Dealing with objections and

complaints

Recognizing the customers selling

'hot buttons' or their motivation for

buying

Closing sales techniques