The Changing Role of the Sales Consultant

Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and more important to have those people accept the direction. Vince Lombardi

THE OBSERVATION...

There has never been a better time to be in the field of sales or customer service. In this world of "high-tech", there is an insurmountable need for "hands on" communication skills. Consumers need to feel appreciated, valued and understood. The information age has provided all of the convenient ways to conduct business, but there is no substitute for that good old-fashioned human touch. Consultants need to be professional and proficient in every area of communication. Consumers need to feel appreciated, valued and understood, and they will pay to get it!

THE BENEFIT...

Statistics show that 45% of how your company is perceived is based on how the listener perceives the presenter. With customer satisfaction being paramount in business today, technology has no answer...therefore it is up to a consultant to provide the necessary service to make a positive experience, creating loyal, referring, and returning customers. The more your customer feels that you are open and sensitive to their needs and concerns, the more open they will be to your influencing them in a positive way. That will lead to higher levels of customer satisfaction, a more loyal customer base that returns to buy from you, and more referrals to build relationships with.

THE CHALLENGE...

Think about it; 65% of all people stop doing business with a company due to one poor interaction with one person. This is regardless of how long they have done business together! To make a positive impact on your business, you must first recognize the need. Then you can compliment some of your hard skills training with soft skills, such as questioning, listening and communication skills. Long-term commitment towards this training is necessary, not optional. The need has never been greater than now, to have qualified, well-trained professionals representing your company. Equip your staff with these skills and then watch those customer satisfaction percentages go through the roof!

Michael Niles is president of Focus Training Systems, a Seattle based training and development firm. He can be reached at 206-229-3119, michael6941@hotmail.com, or http://www.focussalestraining.com.

Sales Training Consultants
Sales training consultants play a pivotal role in determining the personal selling objectives of a firm. The first task in sales management is to determine the place of the selling personal in the marketing mix of the firm and to set the personal sel...

Texas Sales Consultant Knows "C" Stands For Chief
C stands for Chief and by hiring a Texas sales consultant to help you sell your product to the chief, or senior level decision makers, youre cutting out a lot of the sales cycle and going right to, as we just said, the decision maker.A Texas sales co...

The Myth Of Sales Forcasting
One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats of their sales staff due to the demands /expectat...

Marketing Vs. Sales
Marketing and sales co-exist and work in tandem beautifully if they are allowed to remain as separate entities coming together to achieve results:DRIVING REVENUE!!Marketing = SIZZLE ------ Sales = CLOSING...

Stop Throwing Cans!
Two months ago, I had the pleasure of working with the technical training group for one of my clients. You know these guys. They are the techies who teach your customers how to use the software and operate the equipment we sell. They often come along...

Improve the Efficiency of Your Business with Sales Training Programs
Proper sales training is crucial for the success of any business! The efficiency of your sales depends on various interrelated factors such as the efficiency and the skills of your business members, the ability of your company to create and explore n...

PC Crash! How to Find the Best Data Recovery Consultant
Everyones PC crashes now and again. So what can you do after that dreaded crash? Hire a Data Recovery Consultant.You wouldnt let somebody throw away important documents or files of yours, would you? Well, dont let your computer get away with that eit...

Delegating For Results
One of the biggest weaknesses of poor managers is their inability or unwillingness to delegate tasks, responsibilities or outcomes. In order to be an effective manager, you need to know what you can delegate, when you can delegate it and whom you can...

Real Estate Sales Training
In real estate sales training, sales forecasting is very important. Sales forecasting is the task of projecting the future sales of a firm. The sales forecast indicates how much of a product is likely to be sold during a specified future period in a ...

Sales Discipline: Five Steps To Recover From A Lost Sale
Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempt...

This entry was posted on Wednesday, July 16th, 2008 at 6:57 pm and is filed under Sales Training . You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.