Optician India

Sales is basically just leadership if you think about it carefully, how? Your consumer goal is to lead them to where you ideally both want to go and this is achieved through the following:

A) Ensuring that every team member in your practice fully knows the products that are sold in the business 

- Gives the team the ability to upgrade the management options the consumer currently has

- Enables the team to adapt to the variety of consumer needs that exist

- Provides the team with tools their need to achieve set targets 

B) Ensuring that your service delivery is the best in the business

- Excellence should be the only acceptable standard of operation in the practice, nothing else

- Never wait for consumers to follow up with you in any way pertaining to the service you’ve rendered or the management options you have prescribed. You make contact first

- Service Delivery is like water for your business, the practice cannot survive for long without it

C) Ensuring that everyone on your team is well trained with pricing structures that exist in your business

- Your sales team need have to know their prices so that they can make deals on the spot that the consumer can afford and still allow the practice good profits

- Quotations for the different products and management options need to be readily available

- Your team needs to know how to communicate pricing with different types of consumers

D) Ensuring that as the leader of the business you unlock the full potential of your team

- Care for them genuinely

- Give everything you have and are into them and they will go the extra mile for your practice

- Lead by example and they will serve by example

Whenever a consumer says they need time to think about the management option you proposing, your responsibility is then to do the following:

- Probe them more in a friendly and kind manner to discover what the challenges are.

- If the challenge is a financial one, don’t be too focused on down grading the management option you initially suggested for a cheaper one so that you can get the sale. Be confident in your service, product and pricing and tell the consumer to rather go and save up some money for the management plan. Why? You have to demonstrate the importance of the management plan to their problems and how it will benefit them. Then look at what aspects of the pricing can you be able to adjust for them. They need to see that you care and have their best interest in mind and not just the sale.

- Sometime hat sounds like a challenge, especially when it comes to price is really just a question about how flexible you are willing to be when it comes to the final amount that needs to be made. Get to the real issue by asking the right questions and staying committed to finding a solution that will benefit the consumer and the practice

- Never be over-bearing to the consumer, it pushes them away. And remember, if they want to shop around for a better deal, it is ok. When you have given them great service and a worthwhile experience for them to remember, they will return irrespective of whether they find something cheaper elsewhere. Your job is to remind them of what your offer and advise that you will match any quote

- Indicate a specific date and time that you will follow up on and do exactly that.