Teaching the sales process

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.