A sales representative has one of the most important roles in the entire business. Without them, a business cannot grow. Sales revenue is one of the most reliable methods for growth. Sales reps are responsible for identifying prospects, building relationships with these prospects and helping these prospects see why they should buy into the product for sale. Whether a sales department is made up of thousands of workers or only one person, it’s important that they know the answers to all the important questions.
A sales rep can make or break a company, so it’s best to ensure that they’re able to answer these five simple questions:
1. What do we do?
While this might be a simple answer, sometimes sales reps are improperly informed. Rather than letting your sales representative figure out the mission behind the company, it’s best if they’re properly informed in the beginning. This way, they know what kind of standard they should set and what kind of goals to reach for. For example, rather than allowing your sales rep to believe they’re “just selling insurance,” they should understand that they are ensuring that all of their customers are properly protected in case of a severe accident or tragedy. They should understand and abide by the company mission.
2. What are our current and upcoming deals?
Sales reps don’t have an easy job. They must manage being on both the customer’s side and the business’s side of every sale. Meaning, they must be sure that the customer is happy while the business still makes money. This could become difficult since customers will always want a better deal.
To deal with this, sales reps must know what current promotions or sales are running or upcoming in order to find the customer the best investment. Few things make a customer as disgruntled as purchasing something only to learn of a better offer when they get home. However, 95 percent of customers purchase from a company that offered relevant information at every stage of the buying process. The more helpful information they get, the more likely they are to purchase.
Sales representatives are responsible for translating any recent or upcoming deals to the customer in order to ensure the customer gets a fair exchange.
3. Where are sales getting stuck and how can I move them along successfully?
In order to finalize a sale, a whole slew of events must take place, many of which are unknown to the average person. Here are a few examples: the customer must find the business, be interested in what the business has to offer, understand the product and somewhere in there the customer must purchase a product. This is the sales funnel, and some businesses have a more complex system than others.
No matter the case, the sales rep must fully understand where in the process sales get “stuck.” According to research, 74 percent of individuals are likely to switch companies if they find the purchasing process from too difficult. Sometimes sales stall upwards in the funnel, making finding new customers the issue, while other times it might stall lower down in the funnel, more towards discussing the price and final purchase. A sales rep should understand where they are most likely to lose a customer in order to develop a plan to overcome that hurdle and make the sale.
4. How can I upsell products?
Not every business has ways to upsell, but most of them do. A customer wants a pizza? How about adding some additional toppings or a drink for just $5.99? A customer wants some new t-shirts? If you buy four, you can get the fifth one half off! A customer wants a website? How about adding some additional pages or services?
Upselling doesn’t always have to be annoying or pushy. Sometimes it might be in the best interest of the customer! According to research gained from the travel industry, 48 percent of airline passengers and 59 percent of hotel guests are interested in upgrading and additional services, even if that means paying more. A good sales rep will fully understand ways to upsell products or services in order to get the customer exactly what they want.
5. What makes our product different or better than our competitors?
If a sales rep cannot relay to a customer why they should purchase this product rather than a competitor, then they’re not doing their job well. There is always something that makes a particular product or company unique and that uniqueness will help drive sales.
What can you offer that your competitor cannot? If your sales rep cannot answer this question, then they ought to be taught. A deep understanding of the product and the industry will help ease pains, boost confidence, and draw in more prospects.