Test Shopping for Business and Private – Test the capabilities of your sales team
The sales process as a whole is difficult for the driver to perceive and many elements remain. You are a large customer manager in a telecom company, an active sales specialist in a small, medium-sized business or in a dealership who finds the best solutions for our customers – we all need occasional feedback and quality control of our competencies to maintain or improve our standard. For some reason, test purchases are more common in the retail market, but Dominate Sales does test purchases for all companies.
Example of test purchases
We recently made a test purchase for a company selling oils and lubricants. His sales representatives managed specific customer portfolios, and the sales process usually looked like this: Customer Inquiry – Meeting – Quotation – Negotiation.
Since every single company does not qualify for such sales, we conducted test purchases through one farm. This company was on the list of potential customers and was of real interest. We sent a request and attended the meeting as an observer.
Later, in cooperation with a member of the management board of this company, we also completed the round of negotiations. The salesman had no idea it was a test purchase and you know what was the best thing about the process? This farm became a competitor and a customer! Whenever possible, we select companies to make these purchases, which may also actually need the service / product in question in order to generate sales or a chance to get a foot in the door.
The feedback from this process was extremely valuable to the sales person and the company received a customer as a bonus! The sales manager will be even more specific and value-driven in his demos and knows how to deal with customer arguments after sending an offer. Help your sales team take the next step towards better results, and maybe you can get more customers in the process!
The results of the work will continue to be usable
We started working with a company that has previously done annual test purchases, but wanted to try a different provider. The main reason was to see if something was found that the current partner does not notice. In addition, a broader and more specific analysis of the current level of sales staff was generally requested.
The company has more than ten offices in different cities of Estonia and is a company offering work and fire safety products. Feedback from the company HR manager for test purchases as follows:
Diana KarmoTamrex Safety OÜ
As a customer with a large number of employees and representative offices, he received an added bonus of a practically textbook on various sales bases to use in future employee training and recruitment. For each step of the sale, a detailed description of what the employee did and should have done / should have done to achieve better contact was produced.
Contact us and review your salesperson level – anonymously and through real-world situations! Quality increase and better insight into who and where to train!