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Make certain your sales personnel are trained thoroughly. Test them occasionally and do it in a positive manner. You want them to take all of the business orders that your firm can handle because it helps your company and boosts their bonus payments. When you tell them in a manner that mentions their wallet or purse, they tend to sit up and listen more intently.
You want your sales force to carry the right message when soliciting new business. You do not want to find out after the fact they have thrown business out the door because they were not trained. To ensure this does not happen, ask the negative. Ask the representative what he or she tells potential customers that your company cannot do, what orders it cannot accept or what services your firm does not perform. Keep your questions open and do not prompt the representative in any way. Probe what they are saying to potential customers and ask also how customers react to their answers. Assemble their answers and then create the correct responses that show all of your employees what the company can indeed do. Pass it out and make sure it is reviewed with all of the inside and outside sales representatives. Pass it around within all of the departments also to update everyone’s concept of the company’s services.
GPI 394
