12/10/15
The holiday sales season is in full swing and there are fantastic new devices on the shelves that will bring a lot of cheer. Are your sales reps in tune with the features of these devices and can they help customers understand the benefits?
Even though holiday shopping has begun, it’s not too late for reps to learn more about devices to strengthen holiday sales. Here are four ways the right training program can pay off for retailers.
Knowledgeable reps excel at engaging customers. They do so by offering insightful tips and detailed information that less knowledgeable reps might not have at their disposal.
By building rapport through honest exchanges of information, reps deepen the brand loyalty of customers making it more likely they will buy again and again during the holiday season and into the future.
Knowledgeable sales reps "speak the language" — literally. They can better to convey the features and functions of the latest devices, as well as their benefits to customers.
This type of communication capability increases the likelihood reps will close sales.
Sales teams in the know eclipse less knowledgeable sales teams when it comes to upselling to premium devices or cross-selling pertinent accessories and services. PC devices provide the perfect opportunity for both of these sales techniques, particularly when reps are educated about the devices as well as appropriate and available add-ons or services.
While shoppers tend to know more than ever about products, the most knowledgeable sales reps have little difficulty encouraging them to purchase products or technologies they didn't even know they needed.
Teamwork is important at any time of the year, but the holiday season presents a special set of challenges that requires close cooperation. This includes an increase in the sheer volume of potential customers and the employment of new or seasonal employees.
Short, directed training or learning opportunities gives seasoned reps the chance to brush up on customer engagement techniques while integrating knowledge of newly released devices, technologies such as cutting-edge visuals, and add-ons.
Presenting this same style of training to new or seasonal employees allows them to absorb valuable information about devices and customer engagement in manageable segments.
Managers rely on veteran reps to mentor and assist newer members of their team. Most reps embrace this teaching/mentoring role and use it to create an environment marked by cohesiveness and teamwork precisely when it's needed most, during the hectic, yet profitable, holiday selling season.
With the holiday buying season well underway, product knowledge is more important than ever. With the marked increase in the number of customers comes an increase in the number of questions about the products you offer.
How is your team doing so far in answering these questions and meeting customer needs? If they need a deeper level of knowledge, provide them with access to information that will help them get through this busy time. It's not too late for them to learn so they can be key contributors to holiday sales!
Encourage your sales team to consistently learn about your inventory of products and develop the skills necessary to best meet the needs of customers. Doing so will pay off for you all year long.
Discover how the Intel® Retail Edge Program can improve the knowledge base and skill level of your sales team. The short, manageable Learning activities help reps learn about the latest Intel® products and technologies and how to create better customer experiences.
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