Easy Negotiation Techniques

Successful Sales Training for NonSales Staff

I would like a dollar for every time, I have heard someone state: “I am not a sales person….” ( I am sure I would rival Donald trump in my wealth”). For a majority of reasons, it seems many people like to put themselves into the other box immediately. The “I am not a salesperson” box is pretty full.

Often, as part of my consulting in our aquatic industry, I come across many business that have employed sales people who are strictly business and do not understand the importance of building a relationship with our clients or other businesses who outsource their marketing by having telemarketers, professional sales organizations in charge. Often they spend considerable amounts of money with little or no results. Yet many of these organisations have untapped resources in their large workforce who are already customer focuses.With just a little training, these customer focus ed staff can be sensational and natural sales staff.

The most dangerous words, I hear at sales training “but I am only a…..”

Even in my own business, a bustling aquatic centre, I discovered the most dangerous words “but I am only the…..” So we took the stance of up skilling & turning all our staff from our cleaners to our swim coaches to be our marketing and sales representatives.

There were issues we had to address, that I believe are universal for non sales people so allow us to put them on paper.

When beginning your sales training, allow everyone to be relaxed, ready to have fun. Encourage everyone to overcome Self Doubt (Limiting Beliefs) toward sales.

I would state, if you are married, you already have made a sale (a big one). If you are employed, you too have sold yourself successfully. If you are a parent then you are selling concepts to your children every day. Learn to instill a love of sales. if you love buying or shopping, then you too can love selling as you are providing something to someone.

Once we could change attitudes and confidence towards selling. the results were spectacular.Why you ask?

Well an existing staff member is already loyal, they know the business and have (what strangers who aren’t in our industry, will never have) passion, passion and passion. Add to that, a belief in our cause, a deep knowledge of our commitment & services and you have a committed brilliant super sales person.

The extra work & responsibility given to our committed “non sales staff”, helped with the industry seasonal shifts and lack of work during the winter, whilst up-skilling and developing growth in their personal development.

“Sales” was no longer to be feared or revered, it’s simply a set of skills with a few easy rules to remember and the confidence to serve others. We ensured all our new sales men and women were remunerated for their good work and encouraged to improve in their own time.

Rule 1 – Successful sales people take responsibility, they think, they create their success.

Rule 2 – Successful sales people play confidently and trust their instincts. (subconscious)

Rule 3 -Successful sales people anticipate, how can they serve others?

Rule 4 – Successful sales people say – I love to look after my customers!

Here’s an example

One of our wonderful swimming instructors, Glen was shopping at K-mart just before Christmas. She couldn’t help but notice a lovely old couple fussing over a pair of “floaties” and swim rings.

She started up a conversation with them, learning that both of their grandchildren who lived locally had not learnt to swim yet. She told them, she was a swimming teacher and recommended the “floaties” but also suggested to them, one of our Christmas gift vouchers, would be an ideal present for the grandchildren.

She gave them one of her business cards and wished them Merry Christmas.

Not only did this couple purchase a gift voucher for learn to swim sessions, they signed up their grandchildren in January for our first vacation learn to swim program, but both became regular early morning swimmers. To this day, Glen has a wonderful relationship with this couple & the grandkids; I could never see this happening with a marketing officer.

A simple yet effective example of a “non sales” person creating not only a sale but a long lasting relationship. Just a little training, and an attitude adjustment for a brilliant result.