Selling Techniques for Backroom Staff

BACKGROUND
When it comes to selling, many believe that it’s best to leave such task to the sales people, after all they have been trained to do the job.  This is acceptable when business of the organization is doing well.  However, the selling task must certainly come under review once sales become sluggish.  In order to sustain the business growth of the organization, a sales culture must be inculcated which must involve everyone in the organization from the receptionist in the company lobby to those at the top to ensure that products sold by the company is being brought to the attention of prospective customers.  We call this “Backroom Selling”.

OBJECTIVE
To bring about a sense of cohesiveness in an organization by getting all staff to understand the importance of “selling”  their company products/services to clients.  However, it is to be noted that this programme is not a generic sales training programme but one tailored for backroom staff.  The approach is entirely different.

BENEFITS

• Companies will see an increase in sales as staff from non-sales departments (finance, personnel, IT, production, logistics) are also involved in the promotions of the products.

• Staff will eventually come to terms speaking “sales” language whenever they meet guests at the office.

• It promotes the espirit d’corps amongst staff members which is essential in today’s competitive business environment.

  
  

Day 1

Introduction

“Backroom Selling” is not a sales training programme.

• Pride in the organization you work in.
• Understanding the “RE-ACTIVE” and “PRO-ACTIVE” approaches in backroom selling.

Module 1

The business definition of your company.

Qualifying the customer

Note: The facilitator will demonstrate simple techniques in qualifying customers to buy the company’s products/services

Reading buying signals and closing the sales.

Note:  In this module, participants will be taught how to read buying signals of the customers, use simple closing techniques and ask for the order.  Following these, they will undergo an exercise on being pro-active, that if they were working for, say Finance Department, how would they use the facilities in that department to promote the company’s products/services.

Handling Tough Customers

• The Complainer
• The Know-it-all
• The Indecisive
• The Unresponsive