You wouldn’t take an art class from someone who wasn’t an artist. You wouldn’t buy groceries at a flea market. And you wouldn’t get directions from someone who didn’t know the area. In the same way, you can’t expect customers to buy a product from a sales team that isn’t knowledgeable or excited about the product they’re promoting.
The best way to get your sales team excited about selling is by helping them to understand what it is they’re selling and why. When they understand the product or service, what it does, how it works, and how it is going to benefit the customer, then they can really get behind the product and sell it. If they only have sales incentives, they may do their best to earn those incentives, but the customer is going have to be convinced.
Until the sales team knows exactly how the product is going to be used, what its benefits are and why it is the best product on the market, they won’t believe in what they’re selling. And until they believe in what they’re selling, they won’t have an easy time of selling it. When the sales person is passionate about their company and their product, then they can make their sales with confidence, a confidence which the customer will see and appreciate, giving the sales person a better chance to sell the product.
So educate your sales team. Be passionate about your product so your sales team will be, too, and they can share their confidence in the quality of your product with their customers.
Image Credit: By Insideview via Flickr Creative Commons License
