Today's consumers are much more demanding and selective when shopping. Their decisions may be influenced by rising prices or limited budgets. That is why improving sales at the POS makes sense with the support of sales promoters.
If your product is not unique in the market, you need to find a competitive advantage or do something to differentiate yourself from your competitors.
Brands that want to stand out at the point of sale typically use promotional actions to boost sales and attract the consumer's attention for impulse purchases.
For your promotional action to succeed and generate effective sales returns, use your field representative not just as a demonstrator or product consultant — train them to drive impulse purchases at the point of sale.
Sometimes the free sample or tasting alone does not close the sale.
The importance of sales training for your field team to improve sales
Perhaps more than we imagine, sales training for your field team is decisive for the promotional action process. Aimed at helping the employee gain more efficiency during the approach, the training should be well-structured and focused on developing the professional's selling skills.
The act of serving or selling can be an invitation to influence others to act according to what you want. This is what we call persuasion, and it needs to be applied by field representatives to improve sales.
It is very common to be approached by promoters who do not exercise this persuasion or who do not take the initiative to serve us before we seek them out. Simply knowing the product or only offering a tasting is not a guarantee of good sales.
We do not always think of the promoter as a salesperson, but the approach they make at the point of sale is precisely a process of persuasion. It is the team that will present your brand to your customer. Brands need to start seeing these professionals as more valuable for what they represent — a poorly executed approach directly reflects on your brand image.
Proper training gives these professionals the skills, concepts and interpersonal abilities to interact with customers that will increase their ability to influence positive purchasing decisions.
Focused training will help improve sales by:
- Improving the brand-customer relationship.
- Improving sales effectiveness.
- Increasing individual and team motivation.
- Enabling promoters to capture the motivations and opinions that lead customers to buy — or not buy, your product.
- Increasing your competitive advantage over competitors.
- Making your brand sell more through a more targeted approach tailored to your audience.
Operations driven by data.
Not by guesswork.
PMR delivers GPS, geolocated photos and same-day automated reports. No monthly fee: you pay only for what you execute.
Simulate my budget