Nene local sat down with Julie Futcher, owner of The Sales Manager, a company dedicated to helping people overcome the fear of selling their products to customers whether it be face to face or over the phone.
The Sales Manager Ltd currently has two divisions, Sales training and Telemarketing with a third, Sales Recruitment, to be launched later this year. They specialise in helping business owners increase revenue by helping them to overcome their fear of sales and/or improve their sales skills. For larger businesses, training can be carried out in-house with follow up sessions available to help embed training. If the thought of making business development calls is too much then the Telemarketing Team can help with packages from as little as one hour per week.
“How can you expect someone to succeed when they haven’t been given proper training?”
Having created the business three years ago, and with a substantial 23 years of recruitment sales experience beforehand, Julie is well qualified to help. She wanted to help small businesses understand that sales isn’t about being aggressive but about building relationships, trust and understanding customer problems. She wanted to train them on how to achieve that and win more business. For larger business she wanted to help and support the business owner, who may not have a sales background, get the most from their sales team. Julie told me “Throughout my career, I have seen businesses recruit in-experienced sales people and expect them to hit the ground running. How can you expect someone to succeed when they haven’t been given proper training?” Julie believes that if you provide the right training and support, sales people, who have a hunger to succeed, will!
Julie has found that some clients fear the word ‘sales’. They feel like they must conform to the stereotypes of salespeople by being pushy and ‘in your face’ and to sell the product without any regard to the customer’s needs. People also shy away from the idea of cold calling. Julie reinforces the idea that to be a successful salesperson you need to be able to develop a relationship with and understand the client. Julie said “In today’s world, the best salespeople listen to a customers needs and present a solution to the problem. I strongly believe that Sales Departments should be renamed to Problem Resolution Departments as this is an extremely important skills to have in sales”.
Workshops are run regularly for people who need would like to learn how to sell or improve their sales skills. Prices range from £85 to £250. For medium to large companies, on-site training is available and for more information on this or the Telemarketing service, contact:
The Sales Manager