Different ways to use a direct sales force
Sales team selling face-to-face
Sometimes it’s essential to have your own sales team but face-to-face selling can be expensive so monitor their performance to make sure they're more than paying their way. Use a direct sales team if:
Your product is high-value and you only need a few sales to achieve your business objectives
The product is a luxury item that demands high level of involvement from the sales person
The features and benefits of the product need to be explained in detail
The sales cycle (ie from initial interest to making a purchase) is very long so there's a risk of losing the momentum
The decision to buy rests with more than one person
Sales team selling over the telephone
Done properly this is one of the most cost effective ways to generate sales. Selling over the phone gives a personal touch and is a particularly good way of keeping in touch with established customers to make sure they're happy with your services, and hopefully making repeat sales in the process.
The one thing you must avoid is giving your staff a script to read from so make sure they know about the product so they can talk confidently about it.
Check all phone numbers you’re planning to call to see if they're registered with the Telephone Preference Service
(covers individuals, sole traders and partnerships) or the Corporate Telephone Preference Service
. If any of the numbers are registered you mustn't call them.
Here's some other ways you can use a direct sales force to sell your products