Selling Skills Blog

SALES DON’T MAKE UP THE WHOLE COMPANY BUT THE WHOLE COMPANY IS SALES!

Posted September 20th, 2021
SALES DON’T MAKE UP THE WHOLE COMPANY BUT THE WHOLE COMPANY IS SALES!


It’s everyone’s job within a company to sell not just salespeople.  Anytime a prospect or customer contacts your company and speaks with an employee it should be a positive experience that reinforces your selling messages and the value of your relationship. Remember, customers are still prospects to you for products they are currently not buying. Oftentimes, when selling mission-critical products to prospects that have complex purchasing policies you will need to sell yourself many times. First, you need to sell your professionalism as a salesperson, then you need to sell your products and solutions, and if they like you and your products you will need to sell your company and upper-level management. If they like all of that, they will consider buying your products. As Sales Reps get further into the sales cycle of key accounts, prospects will probably want to meet more important people within the company and observe some critical departments, such as; engineering, manufacturing, training, marketing, quality control and customer service. Therefore, every key employee, including management, should be trained on basic customer-oriented selling skills and how to build value and bring down cost when speaking with prospects and customers. Also, viability is usually a major consideration, especially when prospects purchase technical products and solutions they need to successfully run their business. Future customers want to make sure if they invest in your products your company will be in business 5 years from now to provide quality service and enhanced capabilities with compatible products that enable them to capture and maintain the competitive edge in their respective industry. In other words, will you be able to help them grow and become more profitable? Therefore, it would be very beneficial for your company if other important personnel, in addition to sales, know how to translate product features into customer benefits and portray a strong viability message when talking to prospects and customers.  Another big concern for prospects is an Account Management Program designed to efficiently utilize your company’s resources to provide immediate solutions to customer problems when something unexpected happens that could potentially disrupt their business. Customers cannot afford any down time and if you can demonstrate strong account management policies that insure timely quality solutions that would be a huge advantage in winning and maintaining the business. To learn more about effective sales training programs for your company please visit 21st Century Selling Skills and contact us for a ‘Quick Quote’: http://www.21stcenturysellingskills.com/courses.html

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