In part one of a two-part series, learn the seven steps required to improve the selling skills of your showroom salespeople.
As I travel the country doing seminars and showroom consulting, I am appalled at the lack of selling skills exhibited by showroom salespeople. And guess what? For the most part, it isn't their fault.
Very few companies offer any kind of formal selling skills training. Most do a pretty good job on product training, albeit most of that is simply on-the-job training. Quite frankly, I'm at a loss as to why companies don't spend the time, energy and money necessary to make their salespeople more productive, better at their jobs. Product knowledge is only half of what needs to be taught. Contrary to the popular myth that "salespeople are born," selling is a learned skill. It needs to be taught.