Sales constitute a major role towards the making of any company. If you have a good sales team that believes in the product you make, then your company may probably not see many bad days irrespective of any phase of the market. Sales play a dominant role in any sector as you got to sell things that you have produced and you got to do it real quick. Products staying with you for long is a not a good sign of development. You need to sell it fast in a market where others are able to sell things at a steady pace. Having a sales team that is experienced enough to sell apartments (if you are into construction of apartments) is a huge plus point. No doubt that you have to pay them handsomely but you should be pleased to do so if you have a team that delivers.
Many construction companies find it immensely difficult to sell apartments in a sluggish market condition. However, there are few companies that are clearing their stock despite of the poor market condition. Industry experts reckon that the sales team you have has a major role to play in getting the stocks cleared. It is also very important to set up some standard for the sales team to follow. A salesman can go to any level to sell a product. He may even misguide his customer leading to several complications in future. It is therefore very crucial that you set up some standards for the sales team and ensure that they all carry out their responsibilities within the framework.
The sales team should believe in your product:-
Be it selling heavy equipments or residential apartments, the sales team should believe that the stuff they are selling is one of the best in the industry. That does not mean that they should start believing that whatever they are selling does not have any drawbacks. If a customer highlights a drawback, they should be in a position to take the feedback positively and if possible can counter it with logical reasoning. If he does not have anything to say then just take the feedback and move that up to the higher level.
A good salesman will never have unwanted debates:-
Having any kind of debate with the customer can lead to a no-sell. On top of that, it may even irk the customer and he may pass it on to others. This will only make things more difficult. Construction business runs mostly on goodwill and if that is tarnished it is rather very difficult to regain what you have lost. Customers may usually have issues with the amenities provided in an apartment. A sales guy can handle the situation by having a word with his supervisor if anything can be done with the amenities part and convey the same to the customer. The customer will be content with the fact that you have at least tried to work things out for him.