Additional Services

Products and Services Manual

Direction provided in the development of a Products and Services Manual to serve as both an on-the-job reference guide and a study guide for product knowledge training. By providing new and refined information, the reference guide is designed to increase employee’s comfort level and confidence in the product and services they provide. Some of the sales information developed for each product includes the following.

• Features and benefits
• Common objections with replies
• Common questions to uncover needs
• Cues that signify a potential need

Value: Understanding the above “sales info” about each product enables a sales person to:

1. Be better able to recognize and understand a prospects real needs.
   
   
2. Communicate the value of a product instead of simply technical information unrelated to a prospect’s need.
   
   
3. More effectively utilize the skills learned in a sales training workshop by applying the appropriate product sales information at the appropriate point in the sales call.

Employee Climate Survey

The climate survey is used to assess employee attitudes and determine how they view factors that impact sales and service. Their views are expressed on eight factors critical to the success of any sales and service culture: standards, leadership, teamwork, clarity of goals, recognition, sales, service and empowerment. The survey can be done as a stand-alone survey or as part of a wider organizational sales and service culture assessment that includes review of numerous pieces of "hard data" and phone interviews.

Value: The survey helps your organization gauge the success of your efforts to improve sales and service from the employees' point of view. Identifies obstacles that may impede further implementation. The survey is an indicator of staff morale and satisfaction and also demonstrates that your organization values their opinions. It also opens dialogue and builds trust between management and staff.

Sales and Service Management Coaching

One-on-one coaching to reinforce the service and sales management skills of those who sell and/or coach others to sell. Romano & Sanfilippo offers three opportunities for your managers to be coached on their sales and service management skills. First, participants are taught actual skills in a classroom setting including coaching for sales and service performance from their employees. Some participants practice the skills while others benefit from observing the practice. A second opportunity is an intimate, facilitated workshop, Sales Management Coaching Teleseminar session. The third coaching program is Rent-A-Sales Coach™ which provides one-on-one coaching directly from a Romano & Sanfilippo partner.

Behavioral assessments are also available to improve your managers' success in coaching

Value: Since training is not a "one-time event" but an ongoing process, these coaching programs provides continual reinforcement needed to manage people who cross-sell and service your customers.

Return to Top

© 2008, Romano & Sanfilippo. All rghts reserved.
2421 Oak Canyon Place, Escondido, CA 92025
Phone: (760) 738-8400 Fax: (760) 738-8900