Yes, it will take time, but it paid off. Objective factor in a crisis situation with the staff – it lack of knowledge or unwillingness to work personnel manager. Learn more about this topic with the insights from Castle Harlan. Second – footage is already in the organization, but they expected that they trained professionals, but as it turned out, little idea of what to do. The same is true in management. Man puts on a post, expect that he knows his business, is able to competently manage professionally. But then it turns out that this is not true.
We, for example, with my husband, about 2001-2002, began to expand organization, and opened several stores, hiring new employees. But all of these stores were each by itself, does not have a single network, and most importantly – staff was not trained: sellers do not know how to properly communicate and sell. So Thus, we face a crisis of expansion. Then we gradually began to lead the organization to best picture by introducing the Administrative Office of Technology, developed in the 50s years of L. Ron Hubbard. Then, in 2002, in the study of the specialized material from sellers many questions just on technical terms, to clarify who left plenty of time. And my first step to solving the problem was to create a glossary with specialized definitions of words that came to the training materials. That is the struggle with the crisis began with a clarification of confusing words and structured training of personnel, which, incidentally, continues to this been and is our successful action.
As an important part of a presentation the seller should try, periodically, to make a closing sale of test to measure the willingness potential customer buying. A. Aftermarket activities. The sales success depends on repeat business. The satisfied customer will provide data for other potential customers.
After-sales services can promote good image to the customer after its decision because according to the call cognitive dissonance, after a person has made a decision sweeps you anxiety because he knows that the chosen alternative has some unpleasant features as well as advantages. Like other post-sales services, the seller must assure the customer that has made the right decision by: o A summary of the benefits of the product. o A discussion of the advantages of the product over the discarded alternatives. o The signaling the degree of satisfaction that the client will use the product. (Raul Fernando Chamoso Vedia) Once at this point we will enter the description and comparison of two real cases. 4 .- Case 1 – The top seller – I occupied the post of sales manager for a company investing in stock markets. This company had developed a system for forecasting stock prices on high-risk products, which was right in more than 75% of cases and provided customers with a cost well above the usual financial products, minimizing the actual risk of the product ( we are talking about options and derivatives markets). The marketing was done in two ways, first sold the information of the forecasting system, to investment firms and financial institutions in the form of monthly subscription, given the limited number of potential clients, I personally managed this area.