Sales and Product Knowledge Training Program

Sales Process Guideline

Full-Time Sales Training

Your Personal Style & Image

Realize that the time span for completing a sale of rental mats is often very short. In fact, one- call sales should be commonplace. Therefore, it is very critical that your personal style and image are positive and professional. Simply stated, "You might not get a second chance to make a first impression."

If your operation wants their sales people in uniform, make sure that you keep your uniform in excellent condition. If more professional attire is appropriate, keep your tie knotted properly and your shirt and suit pressed. Keep the appearance of your mat samples, literature, brochures, etc., in excellent condition.

In the sales call setting; respect the buyer's space and time. Remember, in a cold call, you are not expected and you need to create interest quickly and in a positive manner. If the buyer seems preoccupied, ask to schedule an appointment at a later date.

Respect the receptionist and her ability to influence your future success in her company. Do not overlook her importance!

For firm appointments, be early; if you are running late, take the time to call and inform the buyer. This act will further establish your customer orientation and your personal professionalism.

At all times, keep a single focus on your prospect's needs and buying motives.

Lastly, understand that you are not only selling against your direct competition, but also all the other sales people who happen to call on your prospects.