The Coaching Blog
Is your team selling your competition?
Consider this scenario: you're considering making a purchase, and there are two companies that you can choose to buy from. The sales person from the first company is "average"…nothing about the offer that make you want to sign up immediately, but it's worth keeping them in mind. The person from the second company shows up late, is a bit blunt, far too "pushy" and not very accommodating. Finally, he's the one that seals the deal…for the first company.
When choosing between companies that provide comparable products or services (you're definitely the best in your field, the prospect just doesn't know it yet), we use - rightly or otherwise - all the other cues around to help make a decision. And the type of service we get from the employees plays a massive part in that process. Everything from the way the receptionist introduces the company when you call (some just say "hello?" unbelievable!) to how quickly and accurately a rep helps you understand the range available, to the speed and quality of delivery. And it doesn’t matter how big you are; one silly mistake from one employee can be a disaster, such as this case when a USPS delivery man was caught on camera throwing a package that just happened to contain a digital camera.
It’s crucial to remember this: your salespeople aren’t the only ones selling…every single person working in the business is selling. If the team are amazing, they are all selling the brand, the company and promise of satisfaction. If they aren’t, then they’re selling the idea that the prospect might be better off with your competitor. In addition, with the rise of social media, it is so easy for any potential client to find out about you and your firm even before getting in touch with you. It’s going to be up to you to make sure your team are really selling you…and not your competition. To find out if your team is "on track", take the short test in the "Useful Tools" section below.
To your success,
Murtaza
For more posts on Team, Time, Mindset and Money targeted to building a successful business, please visit my coaching blog by clicking here.