MH Marketing Sales Management

By Rachael Biermann  

There’s a good chance that if someone walks through your business door, they are interested in making a purchase, or at least obtaining information to persuade them to make a purchase. Coach your sales staff to acquire these qualities to kick start success:

1. Exude friendliness. Make the customer feel welcome with a sincere smile, friendly personality and a sense of humor.
2. Dress professionally. The dress code of your company should be enforced. This can be as simple as wrinkle-free shirts or uniforms. A neat and clean appearance is a must.
3. Consider needs. Pay attention to the customer’s needs and wants and answer accordingly. Don’t try to sell them anything that is significantly unrelated to what they’re looking for.
4. Provide informed recommendations. Know the product or service being sold and be able to make appropriate recommendations to customers.
5. Communicate money saving tips. Share the latest special offers with the customer to help them cut their bill even further when possible. Work out the best deals for what the customer is looking for.
6. Follow-up appropriately. Once you provide the customer with all the information they need to make a decision, give them enough time to consider their options. Usually one to two weeks is an appropriate time range for follow-up. 

Remember, spending money on advertising and public relations can bring the customers to you, but your sales team needs to employ the skills to retain the customer and make the sale. ##

Rachael Biermann is a project coordinator with All Seasons Communications. All Seasons Communications is the advertising agency of the Michigan Manufactured Housing Association, Minnesota Manufactured Housing Association, and also has numerous clients within the manufactured housing industry. The small, full-service agency doesn’t require long-term commitments, and gives free quotes to any business. Services include advertising, public relations, Web site development, photography, branding and logos, publishing, radio and TV production, and more. For more information, visit www.allseasonscommunications.com.  Contact Rachael at This e-mail address is being protected from spambots. You need JavaScript enabled to view it ) 5455 34 Mile Rd., PO Box 100, Romeo, Michigan 48065. Phone 586.752.6381