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Being well-informed and understanding your products and services is the key to generating sales. King Solomon wrote, “Take my instruction, and not silver, and knowledge rather than choicest gold.” Proverbs 8:10 NASB)
A salesperson selling suits needs to understand different fabrics—how they wear, look, and hold up after many dry cleanings. Additionally, the best salespeople understand the differences in various manufacturers’ products. For example, some jackets will fit better on people who are long-waisted; others are tailored to fit customers who are fit and trim; and others are designed for plus-size people. The best clothing salespeople know their product lines so well that they can immediately steer customers toward the right style and fit for them.
Steel salespeople need to command a clear understanding of the different types of steel, and how slightly changing the alloy can alter the strength, cost, and properties of the product. A strong knowledge base establishes credibility with customers and allows a salesperson to build trust and close sales.
Look back at your own experience as a shopper. How have you responded when a salesperson held a firm grasp of the product and answered each question carefully and completely? Knowledge is the difference between a salesperson and someone who just takes orders. So build your own knowledge and the knowledge of your colleagues who are interacting with customers.
If you’re supervising a sales staff, develop a system whereby they learn a bit more each day about your product or service. You may have a deeper understanding, and the more you can teach and impart that knowledge to your staff, the more successful your sales efforts will be. King Solomon also wrote, “How blessed is the man who finds wisdom, and the man who gains understanding.” (Proverbs 3:13 NASB) Be the one with understanding and wisdom and your customer service will shine.
Steve Marr, Your Christian Business Coach
A salesperson selling suits needs to understand different fabrics—how they wear, look, and hold up after many dry cleanings. Additionally, the best salespeople understand the differences in various manufacturers’ products. For example, some jackets will fit better on people who are long-waisted; others are tailored to fit customers who are fit and trim; and others are designed for plus-size people. The best clothing salespeople know their product lines so well that they can immediately steer customers toward the right style and fit for them.
Steel salespeople need to command a clear understanding of the different types of steel, and how slightly changing the alloy can alter the strength, cost, and properties of the product. A strong knowledge base establishes credibility with customers and allows a salesperson to build trust and close sales.
Look back at your own experience as a shopper. How have you responded when a salesperson held a firm grasp of the product and answered each question carefully and completely? Knowledge is the difference between a salesperson and someone who just takes orders. So build your own knowledge and the knowledge of your colleagues who are interacting with customers.
If you’re supervising a sales staff, develop a system whereby they learn a bit more each day about your product or service. You may have a deeper understanding, and the more you can teach and impart that knowledge to your staff, the more successful your sales efforts will be. King Solomon also wrote, “How blessed is the man who finds wisdom, and the man who gains understanding.” (Proverbs 3:13 NASB) Be the one with understanding and wisdom and your customer service will shine.
Steve Marr, Your Christian Business Coach
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