Brad Huisken

Four Areas Of Knowledge
September 11, 2007

There are four areas where sales people need to be knowledgeable and thus need training in order to perform their job responsibilities. Imagine these four things as the tires on a car. If one tire is low on air or flat the car will stop or not run as well. The same is true with salespeople;  if one of these four areas is weak then the sales presentation may take a nose dive.

The four areas are:

1)     Sales Techniques

How to make initial contact, determine the customers needs, demonstrate merchandise, close the sale, add-on, handle objections, give and receive turnovers etc…

2)     Product Knowledge

Knowing how to talk to the customer not only in terms of the technical aspects of the jewelry but the emotional aspects as well. How to describe the features and benefits in terms that the customer understands, knowing inventory levels, prices by memory, financial considerations etc…

3)     Operational Knowledge

Knowing how to write up job envelopes, all the aspects of repairs and maintaining jewelry, how to write up a sales slip, layaway, gift certificate, knowing how to use the tools of the trade, putting things back where they go , all the companies policies and procedures etc…

4)     Customer Service Skills

Knowing how to sincerely thank a customer and invite them back, exceptional communication skills, understanding and applying non-negotiable customer service standards i.e., if you say it do it, no personal problems in business, satisfy every customer etc…

No one area is any more or less important than another area. A salesperson has to be trained on all aspects of the job in order to reach their maximum potential and to capitalize on the opportunities that are present in each and every company. A trained sales staff is essential to success in today’s marketplace.

www.iastraining.com

Posted by Brad Huisken on September 11, 2007 | Comments (0)