Training Salespeople to Sell!

Some people just seem to be natural salespeople. They have a knack for discovering people’s needs, finding merchandise to satisfy those needs, then introducing more items that may interest the shopper. In the end, customers leave feeling like they’ve just found a new friend.

Unfortunately, very few people are born with these talents. More than likely, the people who are perceived to be excellent salespeople simply have had good training. As a result, they appear confident and are not easily intimidated by others.

It’s not a good idea to hire timid, unsure people who avoid the inevitable confrontations that selling entails. On the other hand, if you hold out for natural salespeople, you are going to be chronically understaffed.

So what do you do? You select the people with the most potential and give them the tools needed to be successful.

As a specialty retailer, you can train people in retail selling principles and techniques; you can nurture qualities that will help them put those principles and techniques into practice; and you can reinforce those qualities and the results achieved if they act on those principles and techniques.

Training, nurturing and reinforcing are the three elements of a powerful sales-building triad. Each is equally important.

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Training Salespeople to Sell!

Some people just seem to be natural salespeople. They have a knack for discovering people’s needs, finding merchandise to satisfy those needs, then introducing more items that may interest the shopper. In the end, customers leave feeling like they’ve just found a new friend.

Unfortunately, very few people are born with these talents. More than likely, the people who are perceived to be excellent salespeople simply have had good training. As a result, they appear confident and are not easily intimidated by others.

It’s not a good idea to hire timid, unsure people who avoid the inevitable confrontations that selling entails. On the other hand, if you hold out for natural salespeople, you are going to be chronically understaffed.

So what do you do? You select the people with the most potential and give them the tools needed to be successful.

As a specialty retailer, you can train people in retail selling principles and techniques; you can nurture qualities that will help them put those principles and techniques into practice; and you can reinforce those qualities and the results achieved if they act on those principles and techniques.

Training, nurturing and reinforcing are the three elements of a powerful sales-building triad. Each is equally important.

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