The Not-Yet-Ready-For-Prime-Time Sales Associate
A fully trained wireless retail sales associate is confident and pumped about applying his or her new sales skills in action! But an untrained or poorly trained one can cost your retail store big time! A wireless retail sales associate needs some rather specific sales skills to succeed on the sales floor.
It’s exciting for a wireless retail store owner or manager to add some fresh talent to the sales force… new possibilities, higher sales, more connections! But in order for that new sales associate to live up to the promise of his or her potential, the manager needs to ensure there’s a sales training program in place that adequately prepares wireless retail sales associates for the challenges of the job.
So, what exactly should be included in a sales training program for new wireless retail sales associates? A quality, comprehensive sales training program will prepare the associate for handling everything from the initial contact to the final handshake! Here are a few of the critical learning components of an effective sales training program for wireless retail sales associates:
The first order of the day is to ensure the new sales associate has a thorough understanding of products, services, features and pricing. But they’ll also need to know how to assess their own personal readiness and how to look at the store through the customer’s eyes.
Engaging the Customer
Right from the initial eye contact, the sales associate needs to connect with the customer. A training program needs to include such topics as first impressions and conversation starters.
Trust is paramount in the customer/sales associate relationship. An effective training program will include multiple ways to gain the customer’s trust and create a safe environment for them.
Asking Qualifying Questions
This may be one of the more difficult concepts for new sales associates to grasp… and one of the most important! Make sure your training program includes tips on asking the right questions as well as listening. Seeing examples of effective techniques in action… via a video demonstration, for example… has a positive impact on learning.
Making the Pitch
Confidence is the name of the game here. And sales associates gain that when they can match customers’ needs to the products and services that best benefit them. Training must include how to create the all-important value proposition.
This part of a new wireless retail sales associate’s training is a great place for role-playing. Include plenty of time for new employees to practice various approaches in a learning environment before they advance to the sales floor.
Closing the Deal
So simple, yet so overlooked! Nothing shouts “green” as loudly as a sales associate that hasn’t quite mastered the art of asking for the sale. An effective training program provides several approaches for this critical piece of learning and opportunities to try them out.
And it’s not only about the WHAT. An effective sales training program for a wireless retail sales associate also needs to consider the HOW and the WHEN of training. A training system with online training modules allows employees to access their training 24/7 and a comprehensive eLearning program will incorporate the principles of adult learning techniques, visual appeal, interactive sessions and other must-haves of quality eLearning.
Don’t put another sales associate on the floor without providing him or her with the power to succeed via an effective training system that delivers the WHAT, HOW, and WHEN of industry-best sales skills!