Trade Counter Sales

Service Description

There are plenty of customers walking through your trade outlet daily, but is every opportunity being maximised ? If a customer is buying bricks, the chances are they are building an extension ? If they are building an extension, what other materials will they need ? Have the kitchen and bathroom designers been given the heads up that in 2-3 months time, this builder may be needing a new kitchen or bathroom ? Who is monitoring the lead ? How is it being managed ? Getting leads isn't just about the telephone, (although it can be, check out my Telephone Skills course!). Everybody and anybody can get leads. From the manager having a coffee with a builder on the counter, to the delivery driver passing a skip on the way back from a job. From my experience, communication is key. There are two main opportunities ... 1) Having a meaningful conversation with the builder on your site, and on theirs. 2) The branch communication between themselves. How many times does the kitchen designer talk to the delivery driver to see what's happening on the streets ? Does the delivery driver receive an incentive for every lead they bring back that converts to a sale ? I see many people making the calls and the reps out on the streets looking for more projects, but we need to be maximising every opportunity that we get. My course covers the following ... 1. What conversations to have with the customer for maximum results 2. How to record the conversations and make sure every lead is followed up on 3. Getting all staff involved and turning every team member into a lead machine

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