After the Mystery Shop campaign has concluded and we have completed our Summary of the campaign Micro Selling can come to your work place and present the overall results to your sales consultants and/or managers.

We will let your sales staff know the following:

• What information the Mystery Shoppers were asked to provide.
• What the majority of consultants did that were positive.
• What the majority of consultants continuously failed to do.

The key to this session is to promote the idea that the aim of the Mystery Shop campaign is to provide:

“POSITIVE CONSTRUCTIVE COMMENTS AIMED AT INCREASING SALES AND THEREFORE INCREASING TEIR INCOME AND JOB SATISFACTION”

It is not a witch hunt or a blaming exercise. It is all aimed at making them better, more professional and more able sales consultants.

We promote the thought that their company believes in the value of their sales force and are prepared to expend funds aimed at improving their skills and providing the tools to assist them in their goal of attaining new business.

The presentation also acts as a sales training tool as we will be providing consultants with instructions on how they should be behaving in the sales office, how visitors should be addressed, how questioning is paramount in understanding their visitors needs and how a data base should be developed and all contacts followed up shortly after their visit.

The three most common comments made throughout our campaigns are:

• The consultant failed to implement questioning aimed at understanding their visitor’s needs
• The consultant failed to get their visitor’s contact details
• The consultant failed to follow up their visitor within 72 hours of their visit or at all.

Our presentations are aimed at ensuring that consultants understand the importance of consistently fulfilling these requirements.

Consultants are asked to aim at seeing themselves as “problem solvers”: “what are my client’s needs and what is going to motivate them to buy my product?”

They need to be constantly asking themselves:

• “What is going to motivate my visitor to buy from me?”
  
  
• “Have l found the solution to their housing problem?”
  
  
• “What is preventing them from buying a house from me?”
  
  
• “Am l implementing questioning techniques aimed at uncovering needs?”
  
  
• “Have l established their Wish List?”
  
  
• “Am I giving myself the best possible chance to gain new business?”