Selling foodservice equipment is a subtle art that requires the right combination of customer service and product knowledge to be successful. Here are some ideas to help increase customer satisfaction and profits for foodservice equipment reps.
Do you have a defined sales process?
Before you go out and start selling foodservice equipment, it’s important to have a defined sales process that outlines the various steps of the process.
What does the process actually look like?
Your sales process should include research into the customer’s needs, an in-depth analysis of those needs, and a demonstration of how the equipment can meet those needs. This should be followed up with post-sale customer service to ensure the customer is satisfied with the equipment and that it’s working properly.
Does it need to be redefined?
If you feel like your sales process isn’t as effective as it could be, it may be time to redefine it. Take the time to assess your sales process and make sure it’s comprehensive and up-to-date based on clear KPIs.
Why do we need a defined sales process?
Having a defined sales process is important for several reasons. It eliminates guesswork, ensures that your reps are asking the right questions and listening to the customer’s needs, and helps to ensure that all of the customer’s needs are addressed. It also helps to create consistency in the sales process, which can help to increase customer satisfaction and profits.
Are we asking the right questions or listening to the customer’s needs?
It’s important to make sure that you’re asking the right questions and listening to the customer’s needs. Make sure that your reps understand the customer’s business and the type of equipment they’re looking for. They should also be able to explain the benefits and features of the equipment in detail and answer any questions the customer may have.
Common Sales Process Issues and Solutions
- Lack of customer research: Make sure to do comprehensive research on the customer’s business and the type of equipment they need.
- Poor product knowledge: Make sure your reps are familiar with the equipment they are selling and can explain the benefits and features in detail.
- Not following up after the sale: Make sure to follow up with customers after the sale to ensure they’re satisfied with the equipment and that it’s working properly.
- Not using a sales process: Make sure to have a defined sales process that outlines the various steps of the process.
- Not addressing all customer needs: Make sure your reps are asking the right questions and listening to the customer’s needs to make sure all of their needs are addressed.
Find More Helpful Tips for Foodservice Equipment Reps at Total Food Service
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