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There are four steps you can take to Increase Your Sales Team Performance . The famous physicist, Marie Curie, once said: “There is nothing in this world we need fear, if we only understand it!” Fear is the greatest obstacle to success in sales. Many sales people who participate in sales training courses confess to fear. It prevents your sales people from making visits out of the blue, makes it difficult to visit potential clients and robs salespeople of their self-assurance during negotiations.

Four steps you can take to make your sales force working against them, often only latent, the fear is

1. Gaining Self-confidence

Goethe said: “Each individual is a miracle of unknown and unrecognized possibilities”. Success primarily depends on whether you believe in it. As sales manager, you should consequently set young or inexperienced sales people goals that they can achieve. Goals, which others have managed to achieve and which are therefore clearly attainable. If a salesperson believes they are capable of attaining a certain goal, they are half way there already.

2. Acquiring Product Knowledge

Sales people, who are well informed about their product and its uses, naturally enter sales negotiations with self-confidence. They know they are an able and competent negotiating partner for their clients. When a 23 year old pharmaceutical salesperson visits a doctor, they are not just there to sell the doctor something. They are required to be able to assist the doctor in order to learn better methods of treatment.

3. Building Relationships

All really important business relationships are based on friendship. It is, however, a completely normal defensive mechanism to initially have fear of the unknown. If a salesperson is visiting a client for the first time, their adrenalin instinctively increases. If, on the other hand, they are visiting an ‘old friend’, they will be perfectly relaxed.

4. Belief in the Product

In order to be able to sell a product, the salesperson must be convinced that the world needs this product. Only a few sales people have such a vision. Most see their work as purely routine and do not want to create something new with different ideas.

Salespeople without ideas accept their working environment as it is, visionary salespeople, on the other hand, influence their working environment. Successful sales people consider that their product will be useful to the customer, making things easier for them, making them a profit and solving their problems. It is from this ‘passion’ that the sales force draws the energy and powers of influence that are so essential for sales success. Confidence is a characteristic that is encouraged and supported in sales training courses.

Now more than ever it is vital for a business to maintain and even more satisfied customers, increase sales. If it is well known that human nature we have a hard desire to feel important, and then why not take in mind the next time they visit or we visit a customer in our store?

In these difficult times requires more skill than everyday to sell, buyers are more demanding when exchanging your money for an item, then it is imperative to remove the seller’s image stubborn, which walked from door to door with encyclopedias and take a picture of a true consultant.

You have to let the client feels you are buying, not that we are selling. Turning to human nature, it is normal that when someone tells us something we do not like or bothers us, we put on the defensive, at that time, the client can raise a barrier against your product, store, or even before you.

A good adviser can listen and offer customers the best solution, remember that when someone wants to buy something because you need to satisfy a need or solve a problem, then why not take the time to find out what the customer is really looking for? Read the rest of this entry »

Within the field of marketing, marketing and sales promotion, merchandising, understood as a set of promotions at the point of sale, is gaining more importance, because all competing products within shopping centers to attract attention and thus facilitate the purchase of certain products.

Merchandising Elements

There are different elements that can be used at the point of sale to highlight and promote a particular product within the various merchandising strategies:

- The use of posters. These posters can be used to report the existence of a product offer and promotion.
- The status of the product. Locate product to eye level, in an area or near an obligatory step in the boxes, may have resulted in increased sales of that product, so it is perfectly studied, and not by chance. By contrast, placing a product in a secondary result in a decrease in sales.
- The movement and light. A product placed on a turntable and adequate lighting can dramatically increase your sales to be high on the other products in the store or outlet.
- The decoration. At certain times such as Christmas, or Sale, decoration attempts a pull factor to increase the level of sales.
- Demonstrations and tastings. These practices allow publicizing a product, thus allowing a better understanding of it, and, therefore, increased sales, not as an unknown.

The Product Presentation
The brand and product presentation are essential for a product to compete with the rest of products at the point of sale. Thus, the concept of brand as well as the added value of the desired product being of a particular brand is essential.

However, the positioning the product at point of sale properly is fundamental because what good is an advertising campaign if the customer then has trouble finding the product you want to buy?

Advertising Campaigns
Another classic in the merchandising element is the fact of moving to the dealer’s own external elements of an advertising campaign (posters, slogans, corporate colors) to easily identify the product main character of the campaign. This helps to create the brand concept and supports both the product for sale as distributor of the product.