Our portfolio: Seven routes to significantly higher sales inside six months
4. Activating and optimising the unused sales potential of your technical support staff
Technical support staff are your company's most credible business card. Every customer prefers to ask questions of a technician rather than a salesman when considering a replacement or new investment.
If you can add a sales-oriented facet to your technicians' high credibility and expertise, the returns will be high. Systematically training technicians to become "sales assistants" and intensifying the links to your sales force with the resultant "cross-fertilisation" of ideas will be worth its weight in gold.
The only problem is the technicians' negative attitude to sales. Since technicians are, by nature, lovers of detail and have historically always been more problem- and solution-oriented, there is indeed a huge difference in the mentality of salesmen and technician support staff.
But we have developed a successful module to achieve a lasting improvement in the attitude of technical support staff to sales activities. We can convince your team of the necessity of a more sales-oriented approach by showing them what they can get out of it.
