Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under Sales Training
How To Train Customer Support Reps To Sell Products And Services
The lifeblood of any business is profits. Profits are generated by revenue and salespeople generate revenue. For that reason, every employee should be a “sales rep” for his or her employer. I’m not recommending a change in job duties or titles but every employee should be a “sales ambassador”. One underutilized area can often be found in Customer Service. Training customer support reps to sell is a solid way to increase revenue.
Some may argue that customer support reps are not sales reps but that’s the beauty of the concept. While salespeople “sell”, customer support reps “help”. Clients may be on guard when it comes to selling but they love being helped. Training customer support reps to sell is a “must” if you are looking for new ways to grow revenue.
How To Train Customer Support Reps To Sell
Now comes the hard part. How do you train Customer Support reps to sell? Well, let me make it easy for you if you expect them to start selling now.
Selling fundamentals are found in the Sales Process. The sales process is a communications process between sales rep and prospect that turns prospects into clients. If you know the sales process, you know how sales are created. If you master the execution of the sales process, you know how to sell. Therefore, training Customer Support reps to sell must involve sales process training.
Goals Of Training Customer Support Reps To Sell
Training Customer Support Reps to sell via the Sales Process will provide your customer support reps with the abilities to,
- Build rapport with prospects/clients
- Ask questions that uncover needs
- Present solutions to those needs
- Overcome objections
- Close the sale
And much more!
The answer issales training and that training must include sales process training. My I suggest the “Progressive Sales Process” sales process training DVDs to train your Customer Support Reps to sell. Besides the basics, they’ll get outstanding sales skills that may just make your sales reps concerned!
Go for it!
We Have Well Over 300 Free Sales Tips On Our Sales Training Site