Operations

Everyone Sells!

Posted on August 29, 2011 by Bruce Heinrich

Page 1 of 2

Your staff might at first be skeptical on the notion of selling. But if they can sell themselves to get a job, they can certainly sell your company to potential clients they happen to interact with.
Your staff might at first be skeptical on the notion of selling. But if they can sell themselves to get a job, they can certainly sell your company to potential clients they happen to interact with.

What is your mission statement? Is it short, concise and memorable? Do all your team members, chauffeurs and office staff know it? What about your tagline? Your 30-second elevator speech? If not, why?

You may have a salesperson or even a sales team, but if your chauffeurs and office personnel are not able to readily convey your message, you are missing out. Individually, and as a group, they will have more daily opportunities for personal interaction with current and potential customers than you and your entire sales team combined.
Remember the basic premise for every business to stay in business is: “Everyone sells!”

What does that mean? What does that look like? You may have to have a conversation like this:

CSR/Chauffeur: “But I am no good at sales.”
GM: “If you are not good at sales, how did you get your job working here? You obviously sold me on your competence and ability to do your current job. Thus you are able to sell. I believe what you may be saying is that you don’t feel comfortable or confident that you can act or talk like a salesperson.”

CSR /Chauffeur: “That’s true. I can’t and I hate it.”
GM: “Well I’m happy to hear that because nobody wants to be sold anything! People simply want their needs met in a convenient, pleasing way at a reasonable price, ideally from someone they know and like. You are likeable, aren’t you? And we do provide a great service don’t we? We must or we wouldn’t have all the clients that we do. Do you believe that we are their best choice for transportation?”

CSR /Chauffeur: “Yes. We do a great job.”
GM: “Good. Then let me show you a simple way to ‘sell’ without selling.”

The Three Steps of Selling

  • Discovery: Find their pain
  • Prepare: Know your product
  • Present: Feel-Felt-Found

 

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