Sales training ideas – Make sure prospects and customers know everything that you do.

Do your customers and prospects know EVERYTHING your company does?

For example, when I was in the Banking Industry I sold ATMs, vaults, alarms, video equipment, and all sorts of other items that banks needed, including general contracting work. With all the areas we covered, it would be very easy for customers and prospects to forget EVERYTHING that we did. As a result, they had to be continually reminded. Not in an obnoxious, e-mail everyday kind of way, but just with casual reminders here and there. For example, every time they built a new branch office, I’d review everything and let them know ALL of our services. I’d also send out information when we ran a special on something. Another idea was to send out a quarterly list of the things we did, basically, “Did you know we do…”

The bottom line: Make sure your customers and prospects are aware of the full array of your services and how you can help them.

John Chapin co-author of Sales Encyclopedia   www.completeselling.com