10 rules of Sales Representative
Be successful seller
The function of a sales representative is not limited by presentation of this or that product to the sales outlet. The main goal of the agent is to sell, and not just two or three products, but to put a certain sales plan through. Presentation of goods alone is not enough. It is necessary to convince the outlet that it needs exactly your product and exactly in such quantities. This is the role of the sales representative. You can offer the goods by phone and email, but to sell it - the most difficult and sometimes even creative task. To confidently communicate and sell your goods, develop the abilities of a psychologist, constantly train and hone your communication skills. Remember that simply talking about the properties of products is not enough for active sales.
Prepare thoroughly for your visit
Many sales representatives communicate with their customers without any preparation. They think that in the process of communication everything will work out, and they will easily achieve their goal. This common tactic of "just in case" almost never works effectively. Salesrep needs to think through the possible questions and answers of the outlet staff to guide the conversation intelligently in the direction you want, do not let themself to be confused and put in a bad light. It is much better to rehearse the script of the conversation with colleagues or supervisor for a while. Be sure to make a presentation plan, albeit not very detailed, but with notes of the main points. In order to talk logically and present the product, a little preparation is just necessary.
Functionality of ST-Mobile Trade app helps sales representatives prepare well for the visit. All information about the sales outlet is in the application on the agent's mobile device - sections "Outlet card" and "Outlet reports".
Find out the reason for refusal
You can often see a situation where a presentation has been made, but there is no result. The outlet refuses to buy your products, and the sales representative leaves with a doomed look. This is a big mistake. Salesman can't immediately leave after receiving a negative answer. First of all, the agent needs to ask about the reasons for the refusal. Situations are different, perhaps the outlet always refuses, and this is their way of communicating - they may need to be persuaded. In any case, it is necessary to find out the reasons for the refusal. It is very possible that in the process of further dialogue the position of the outlet will change, and they will buy your product. Understanding the essence of the objection and overcoming it is the key to successful work.
Set Specific Goals
One of the typical mistakes a sales rep makes is not answering the question, "Why am I going to this outlet?" The agent doesn't have a clear idea of how much they needs to sell in this store, what their daily sales plan is. They doesn't understand which products are the most popular, and which need to be further introduced in the assortment. They does not know how to properly design the layout or carry out merchandising activities. As a result, the work in the retail outlet turns out to be unsystematic and ineffective. It is impossible to optimally plan the required amount of time for a visit, to evaluate its success, because the necessary criteria are not initially set. And the interesting thing is that for all this, the sales representative expects to make high sales and earn a good salary. Therefore, setting the goal of the visit is the agent's first priority. Then they can choose the best ways and mechanisms of its realization. If there is no goal, there is no result, the principle is that simple. And you must set it in advance, so that when you make a step in the outlet, you can already imagine a clear order of your actions in it.
ST-Mobile Trade application has a wide range of features that help sales representatives set goals for visiting sales outlets: agent work scenarios, visits plan, mutual payments, debts receivable, order history, merchandising, fulfillment of plans and tasks. All this information allows user to clearly establish the current purpose of the visit.
Form trusting relationships
Every store needs certain products and services. The sales representative is the person who can meet these preferences or needs. They does not just mechanically offer a product and describe its properties, but first of all they offer help for the outlet in solving its problems. The agent must not offer an abstract product, but a solution that will meet the needs of the store. This is very important, because sales representatives miss this point in their presentations. The outlet will buy not just a product, but a product that will meet exactly its needs. To talk frankly with the seller, to find out what exactly they need and how this or that product will solve this problem - this is the algorithm for the agent, which many people miss. To find out the needs of the store, you need to communicate, to establish a businesslike, honest, trusting relationship with the outlet. First the communication and only then the presentation of their goods. The more questions are asked and answered, the more accurately the sales representative will find out the store's needs.
One common mistake a sales rep makes is to assume that they are known and remembered in all outlets. Many agents walk into store in a day. Of course, outlet staff remember their regular salespeople, but not always. Situations occur where an agent is remembered on appearance but forgets what he sells and vice versa. A proper, complete and articulate greeting is a sales representative's calling card. Don't forget to remind who you are, what company you work for, and what you sell. By greeting competently, the agent creates a good impression of himself, draws attention to his products, which can be a serious help against competitors.
Typical situation is when a sales representative finishes a presentation. It seems that the outlet worker is happy, he was interested, and the agent perfectly presented the goods. But there is an awkward pause. The sales representative expects that after a successful presentation, the store will gladly order some goods. However, this is not the case. The agent should himself, at the end of the presentation, offer to order the goods or install the equipment. Do not expect a positive reaction from the outlet staff, but take the situation into your own hands and propose options to meet the needs of the outlet. You need to act yourself - to bring the visit to its logical conclusion, to make the deal. Always bring the business to an end.
Record your sales history
Typically, the sales representative will check the availability and rests of merchandise on displays, relying on their memory. They remembers roughly how much were ordered last time and calculates the average order based on that. If you ask them about the exact values, no agent can provide them. As a result, the sales representative takes an order that does not correspond to the real needs of the outlet. Many things are simply forgotten, for example, not the most marketable goods. The agent can remember only what sells very well, and information about the less popular assortment is easily lost. As a result, the volume of orders decreases, and the sales representative fails to meet the sales plan. You need to carefully maintain and record all sales history: what, where, and how much was ordered, as well as balances. This helps properly establish the average sales volume of the store and build an order plan for the future.
ST-Mobile Trade app has an Order History section that allows you to view the entire order history of a particular outlet.
Write down important information
The outlet always has some wishes for a sales representative about improving services quality, product assortment and many other aspects of the business. All this helps to increase sales. However, after a few hours of work, the agent cannot remember the details of the conversation, and by evening, more than half of the information is forgotten. It is necessary to write down in details all the needs and agreements with the outlet. You can use the usual notes or keep a daily report, based on personal needs. Remember: forgotten information today means lost profits tomorrow.
ST-Mobile Trade application has a function Notes in Outlet. There you can enter any necessary information related to this store.
Summarize visit right away
The sales representative thinks that by leaving the sales outlet, they end the visit. But this is not true. At the end of conversation, you need to ask yourself and answer few questions. What was done? What failed? Why the result didn't meet the plan? In addition, it is necessary to conduct an evaluation right away - to calculate the amount of orders, to make a report, and not to put it off until later, when information is forgotten. Identify your strengths and weaknesses in communicating with the outlet. Correctly summarized results will help next time to approach the visit more thoughtfully and bring a positive result.