In an increasingly competitive and demanding business world, it is clear that Human Capital is the company's true value, capable of taking advantage of new technologies. This means that the power of sales will reside in both the talent and the innovation capacity of the Sales Team and must be guided by the company's Sales Manual.
The Sales Manual must include a comprehensive way of proceeding, the commercial sales techniques to be used, all the data and tools that are useful in order to act in a unified manner with method and thus increase sales.
But what elements should a Sales Manual contain? What information is necessary to provide this structure and make it more efficient?
Elements of a Sales Manual
Below we will detail in 15 points a roadmap to develop a Commercial Action Plan or Sales Manual for your company .
1- Anticipate consumer desires
The Sales Team must be able to visualize what the client nepal whatsapp data needs , even before he or she can ask himself or herself. This gives the salesperson a competitive advantage that also solves the client's shortcomings before the need is raised.
2- Involve the Team and give it responsibilities
The Sales Team must be a unit, excited and motivated by the project, as well as committed to the company and aware of the responsibility it has in its hands to achieve its objectives. This must be reflected in the Sales Manual through corporate, inclusive and friendly language .
3- The sale: an organized process
The Commercial Action Plan is a process with an organized morphology and structure and oriented towards an objective. The Sales Manual establishes the way of proceeding , the discursive tone and the arguments offered by the Team to promote sales.
4- Provide solutions
The Sales Manual will also contain tools and solutions to resolve any complications or doubts that our clients may face , with the Sales Team being forceful and determined. To do this, it is very important that the Team knows how to listen during their daily prospecting and collect valuable information from these visits that will allow them to solve needs.
5- Collect as much information as possible about competitors, highlighting our competitive advantages.
In order to know how to sell our product, we need to know in depth what our competitor's product is like and how they present it to the customer. This will allow the Sales Team to benefit from the differential advantages of our product or service in order to put it into value.
6- Collect all commercial information on products or services
It is crucial for the sales team to know the product or service they sell, but this does not mean that their speech should be a mere enumeration of the features it contains, but rather it should focus on the benefits it provides. Likewise, the Sales Manual should explain the history of the company, its organizational chart, mission, vision and values.