A customer recently asked what to do when their products or services just aren’t working. It might be because of your service levels, scheduling, delivery delay or performance issues compared to your competitors.
How does your company support your reps during these challenges? Too many companies do little to help their reps during these types of challenges except to demand they keep selling.
As the leader of your sales team, you need to be working in advance so you’re prepared and can effectively support team when challenged so you minimize lost sales.
Consider conducting role playing exercises on how reps can discuss and handle these situations. This is a chance to prepare your team so, if challenged, they still have the best answers possible.
Today’s video discusses what you can do if your team is faces quality, performance or service problems. Only if you hep them prepare for these challenges will they be able to sell even more!