Sales Training
Every Person in Your Employ is Either Making You Money or Costing You Money
Most small business owners know this, but don’t always realize they have the power to change it—often without having to fire anyone.
Your business sales don’t have to rely only on a few people in a ‘sales department.’ Sales aren’t a department—they happen because of a well-planned process.
A sale can happen the moment your phone rings—if it’s answered and handled properly. Even a customer complaint at the counter can be turned around and into a sale.
Other sales can occur in unexpected moments. Your warehouse employee, walking across the lot after lunch, might cross paths with a prospect. By taking the lead, they can guide the prospect rather than letting them wander off. Or your counter attendant, off work and standing in line at the grocery store, could have a casual conversation with a neighbour that brings them into your shop.
Opportunities for sales—or for ‘sale prevention’—are everywhere.
Every time you or an employee interacts with a prospective customer—whether in your shop or off the clock—you’re taking part in either the sales process or the sales-prevention process.
This Training is for Your Entire Team
Our training isn’t just for your salespeople—they’re only a small part of a larger system. It includes everyone, whether they work in the front with the public or behind the scenes, like in the warehouse or in management and support roles.
Regardless of their position, each has an important part to play.
After this training, you and your team will know how to confidently represent your business —on and off the clock —and be able to support your growth because they will learn:
- What your business is trying to achieve and why it matters to them personally
- How their role — whatever it is — fits into that business goal
- When and how to engage a prospect or customer in a way that feels natural, not scripted
- How to handle objections confidently—and why they’re often a positive sign
- How to hand a prospect to the right person smoothly, retaining the opportunity for a sale
Changes to Expect
You’ve worked hard to get your business where it is. Making changes can feel uncomfortable, so you may be wondering what this training will bring to your business.
A few examples you’ll notice right away:
- When your business phone rings, it’s no longer treated as an interruption. Instead, it becomes an opportunity for your employees to contribute to business growth.
- When a customer shows up unannounced to complain about a product or service, they’re no longer a lost customer. Instead, it becomes a chance to turn a refund into a renewal.
- If a prospective customer wanders into your back room or warehouse, your employees will stop what they’re doing to assist. They’ll know how to speak with the customer and guide them to the right person to handle their needs. Even if that prospect is purposefully dogging your sales team.
Other changes will be noticed outside of business hours and off-site. Employees will recognize natural opportunities for growth and know how to act on them. For example, your dry cleaner’s counter attendant might casually mention your 24-hour drop-off and satisfaction guarantee to the person ahead of them in line—and hand them a business card with a ‘First Time Customer’ award already printed.
Employees will genuinely mean it when they speak positively about you and their work in the community—because now they understand, and are rewarded for, what it means for themselves and the business they serve.
Everyone Wins Together
Most main street and service businesses rely on a small group of ‘sales’ people. As a result, any commissions or rewards for a sale typically go only to them. That’s why we take a close look at how your compensation structure supports, or undermines, a sales-focused culture.
When only the sales department is rewarded, everyone else has little reason to care. Or worse, it can create situations to purposefully thwart a sale if there are rifts in the relationships of the roles.
Quite simply, when everyone is rewarded for their part in a sale—including a successful hand-off—the entire team begins pulling in the same direction. A win becomes a group effort, with each part of the sale acknowledged.
Before You Contact Us
Ask yourself—if every person on your payroll, including support staff and management, contributed positively to even a single sale, what would that do for your bottom line?