Now, how do you get people who are not on the sales force and who do not think of themselves as salesmen to sell for you? How can introverted, shy, non-aggressive people make sales?
Well, if you think about it, we are all salesmen. We sell all the time, whether in our professional or in our private lives. We sell our friends on ourselves, so that they want to stay friends with us. We sell our lovers or spouses on the promise of the love we will give them every day. We sold ourselves to our employer—that's why we got hired. To sell simply means to convince someone else that what we think is true really is true.
What do you want your clients and prospects to believe is true about your business? Why you want them to believe that you offer them something of great value that enhances their lives in some way, shape, or form. What is it you provide or can provide to them that is so valuable that they desire to pay you money for it? Now, who at your business is qualified to get those prospects and clients to believe this about you? The answer is: everyone. Not just your sales force.
The people at your business who aren't in sales and would never have the know-how or the guts to take a prospect through the buying motion and close a deal can still begin the sales process and assist the salesmen. They can do this by giving the best possible customer service to someone who comes to you or calls you. They can dress for success, they can smile and be as helpful as possible to clients and prospects, and they can prove how knowledgeable they are in their professional role. They can focus on the needs and desires of the prospect or client at every turn.
The non-salesmen at your company will be impressive to prospects and clients if they look sharp, smile, are courteous, show professionalism, show enthusiasm for what your company provides, and always try to steer the client or prospect toward making a decision they believe to truly be in their best interests. Impressing someone is the first thing you must do to sell them something.
How can you motivate these non-salesmen to always be impressive?
One way is to offer some kind of bonus money plan if they assist in a certain number of sales each month. Or, offer everyone a bonus if your business goes above a certain amount of income for the company.
Also, praise your workers and be positive about them all the time. This is even more important than the money. People want to feel needed and helpful, and if they feel that way they will be much better able to be helpful to your clients and prospects—thereby getting your business more sales.
