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Business Operations

Teaching the sales process

May 04, 2011
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According to Chris Brown, vice president of organizational development for The Khoury Group, your staff needs to know that a sales position, first and foremost, is built on honesty and trust and involves doing things for a customer — not to a customer.

Brown offers these six easy steps for frontline sales business as a training tool for your carwash:

  1. Greet and build rapport;

  2. Qualify needs/wants effectively;

  3. Offer the best product that meets the customer’s needs;

  4. Overcome objections positively;

  5. Offer other services for convenience; and

  6. Close positively, regardless of the outcome.