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Becoming educated in the product and its uses will help cement that confidence.
The most important element of product knowledge is to sell the benefit and not the feature.
That’s a mistake because the more role-playing your team has under their belt, the less likely they’ll sell from their own wallet, give bad customer service, or be stymied by some of the more margin-improving retail sales techniques like adding-on.
Sales role play works best when it is incremental, so make sure your sales process has step-by-step clarity so it can easily be broken into bite-sized elements.
Read on to learn some of the benefits of knowing the products you sell.
Having a thorough understanding of the products on the shelves can allow a retailer to use different techniques and methods of presenting the product to customers.
The goal when coaching your staff is for your salespeople to show they understand your retail sales process and how to keep the conversation going.