I’ve been lucky to work, and happy hour, with some really successful sales professionals over the years. I love observing them in the role of the customer. They are social and engaging, chatting up the serving staff and the tables around them, always scanning the room to see who they might know. And because they work hard to deliver great customer service every day, they expect that in return . Whether it’s switching tables or changing their order, they’re not afraid to assert themselves to get exactly the great experience they desire.
One trick I’ve learned from my favorite sales professionals is to ask the server for recommendations. I’ve enjoyed many drinks and entrees that I wouldn’t have otherwise tried. And some nights, I just don’t want to have to comb through all the options on the menu. My overall experience is almost always more enjoyable when I engage the wait staff, or seller, in this way. And the establishment gets more of my dollars.
So with that in mind, as we designed our Rally model, we thought about ways to educate our sellers so that they would be able to comfortably discuss the product offerings as they are engaging with potential customers. We decided to provide a product cheat sheet as part of the standard seller’s packet. This 8.5-inch by 5.5-inch card contains critical information about the beans, and is a quick and easy way for a seller to determine which product to recommend based on a customer’s questions. Because we’ve deliberately limited the number of products to offer through a Rally, a seller can easily review, and most importantly, understand the product sheet before setting out to sell. We also review these product cheat sheets with the sellers at the Kickoff Rally to help them become knowledgeable quicker, and to give them an opportunity to ask any questions they may have about the products.
A seller that is comfortable speaking about their product is able to engage a customer more quickly, and will sell more product.
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