As a manager you are responsible for not only overseeing your team but for ensuring they have the skills necessary to do their jobs. In some cases, this means making sure your sales associates have the confidence necessary to make a sale.
Seriously. Imagine walking into a store and asking a sales associate for help. You ask a question and he gives you a very short, minimal answer. One that begs you to ask a dozen additional questions. You won’t, however, because he seems anxious to get away from you or continues to give you short, simple answers.
Now imagine walking into a store and having a sales associate approach you before you can even ask for help. Every question you ask is met with a full answer and gives you the impression that the associate knows quite a bit about his product and his job. He shows you all of the product features and explains how they can work for you.
Which associate will you be making your purchase with? The second, I’m sure.
Because the second associate did two things. He acted confident about his knowledge and his product and he made you confident in his knowledge and product at the same time. He has gained your trust and you truly believe that the product you are preparing to purchase will do every single thing he claims it will.
Now – that’s a big deal.
Take some time out of your busy schedule and survey your sales team, whether you’re in retail or in some other sort of outside sales department. What do your sales associates say about your company and products, in their attitudes, when they open their mouths? Are they trustworthy or are they losing business because they’re unsure of themselves?
It may be time to have a refresher course when it comes to your company’s products or services – or to find a way to help those who seem to be struggling become more confident in themselves.
Originally published: 8 December, 2009
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