If you are a sales manager in charge of training new recruits and sales people you know you have your work cut out for your. Many people have been told that they are a natural salesperson, due to their persuasive demeanor. But selling is much more than that and all too often new sales people on your sales team, just do not understand this and this is why
I always advised the sales managers for each of our franchised outlets to tell their sales people that; Selling is Personal Communication and Relationship Building with the Prospect. Selling is not about telling it is more about listening and problem solving.
The more your sales staff understands this the easier it will be to train them to properly represent your company and make sure they close a larger percentage of sales, thru good listening, thinking, adapting, problem solving and closing. If you are the World's Great Salesman, like Og Mandino's book points out, then you should always have your customer thank you afterwards.
As a Founder of a Franchise Company I can tell you on occasion I did thank our vendor's sales people, when they solved a problem for me and I invited them to lunch and I made sure I picked up the tab.
This is the level of service,which will make your company and your sales team great and it will result in hundreds of strong referrals and more closed sales. Every sales manager must get this mindset and make it part of their mantra if they truly wish to wipe the competition and out sell themselves each year. I hope you will consider all this in 2006.