It's Not About the Mangos by Kent Coleman

Author:Kent Coleman
Language: eng
Format: epub
Publisher: Kent Coleman

Sales: (In my case, these are customer service associates, sales associates, or service writers who communicate with the customer about the needs of their vehicle.)

In my business, cheap labor in the sales department equals low sales. It’s as simple as that. I have proven it over and over again. All organizations are sales companies (as I will explain in the next chapter), and it’s important to understand this about your own organization as well, no matter what product or service you provide. When I do a bad job of hiring and training sales associates, our sales go down, and I’m pretty confident that the same thing applies to your business as well. That’s why I try to be obsessed with finding people who love to work; love to engage and interact with customers; are enthusiastic about our products, services, or ideals; and have a desire to sell effectively and at a very high level. Associates who understand that we are a sales company are dialed in to all aspects of the sales process and understand the following:

The importance of building personal relationships with customers and establishing trust with them;

The need for accurate and clear communication;

Why it’s important to keep commitments; and

How to ask for the sale.

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