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Sales Training Boosts Profits

Nothing a manager does will produce faster revenue results than helping sales staff improve sales skills. Even small improvements in telephone service, how to deal with customer objections, knowing how to structure a sales story, and learning how to listen, can boost profits dramatically within 30 days.

Have your staff complete this sales fitness test below; their answers may be instructive with regard to possible training needs.

Sales effectiveness quotient

1.        You recognize customer buying signals and use all opportunities to close the sale?

Always (10)

Sometimes (5)

Never (0)

2.        You anticipate customer concerns and can overcome objections?

Always (10)

Sometimes (5)

Never (0)

3.        You turn every sales situation into a win-win for customers?

Always (10)

Sometimes (5)

Never (0)

4.        You know how to ask for the sale the right way?

Always (10)

Sometimes (5)

Never (0)

5.        You organize all sales activities around specific objectives and develop a strategy for dealing with customers?

Always (10)

Sometimes (5)

Never (0)

6.        You use interesting and convincing sales stories?

Always (10)

Sometimes (5)

Never (0)

7.        You ask open-ended questions to obtain detailed information?

Always (10)

Sometimes (5)

Never (0)

8.        You enjoy meeting and communicating with people?

Always (10)

Sometimes (5)

Never (0)

Scoring

85-100:      you’re a pro;

70-84:        you’re semi-pro;

40-69:        lost art of selling not totally lost;

below 40:    way to go...a long way to go.

NOTE:  The foregoing test is from the book, Marketing Golf:  The Meta-Manual for Club Managers. The textbook is available from Selkirk College and is the reference source for the Marketing Golf online course: www.selkirk.ca/ht/golf

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