Getting Results

Using the Shop Program to Improve Your Selling Skills

The shopping program can be a great tool to help improve the selling skills of the individuals participating.  However, to gain results you have to actively use the shopping reports and the information they contain. The following are some suggestions to consider.

  • When reviewing the shop, take time to recognize the positives.  This will help build confidence and motivation.
  • When reviewing areas which need improvement, use role playing to further develop your skills and help determine how you can deal with the issue in the future.
  • Establish goals on what type of results you want to obtain on the calls. Track your results and any improvement.
  • If you do not see improvement, carefully review the areas you are experiencing difficulty with.  Brainstorm with others how you can improve on these areas.  Often you can learn much from co-workers and supervisors.
  • After developing your strategy to improve on a particular skill role play how you would handle the area in question in the future.  This will help solidify your approach.
  • Attend formalized sales training once a year if at all possible.  Having a formalized “refresher” is always helpful to continuing to develop your skills.

The following are some tips on how to further develop your selling skills:

  • Post a brief recap of the steps of the selling process near your desk as a visual reminder.
  • Formalize your “Selling Against the Competition” strategies.  The more prepared you are, the more effective you will be at selling against them!
  • Establish tangible goals for upselling. You will be more likely to achieve them if they are in writing and measurable.
  • Once a year have a features and benefits strategy meeting to refresh your presentation.
  • Invest in audio training tapes and any other training resources available to help continue to reinforce and refresh the basic selling skills.
  • Establish a “Skill of the Week” program.  As a group, review this skill and then focus on it throughout the week.
  • Have a Training Plan in writing to identify specific areas you want to improve upon along with steps you will take to address these areas.
  • Analyze your performances after selling to customers.  This will help you heighten your awareness of using good selling skills. It will also help you focus on developing your skills.
  • Create an effective inquiry form to utilize on call and with inquiries.  Format it to make it user friendly and to assist you in fully qualifying your accounts.
  • Use role-plays in your sales meetings to work as a group in further developing how you cover each step of the sales process.

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