Master Dealer Training Program Empowers all Employees

Professional development is a great way to empower your employees to grow in their skills and knowledge. Most licensed professionals from teachers to attorneys to medical personnel require continuing education hours on a regular basis. At BioZyme® , we’ve provided you and your staff with the tools needed to stay current on product information and knowledge as well as sales and customer service skills through the Master Dealer Training Program.

The Master Dealer Training Program was introduced at the 2017 Dealer Retreat as a way to increase knowledge and productivity within a dealership. It provides online training tools to all employees to learn more about all product lines, so they are armed with the information they need to talk to potential customers. In 2018, an advanced level of the Master Dealer Program was available to those who had completed Year 1. The second tier provides product updates and also focuses on marketing and selling techniques.

“In the beginning, the Master Dealer Training was just taken by one person per dealership, but we’ve made it so multiple people per dealership can participate,” said Trent Gabler, BioZyme® Inc. Sales Coach. “The end-users really see those counter people as experts, so I emphasize that everyone in a dealership who works with customers complete the Master Dealer Training, so they know the product features and benefits.”

Because it is important to the company that all employees understand the products and their benefits when they are talking to customers and potential customers, every individual who successfully completes the training is rewarded. Once a dealership completes the first year of training, that dealership receives Master Dealer designation on the online dealer locator (the most visited page on the website) as well as special store signage indicating they are Master Dealers. Individual employees receive a special Master Dealer jacket from BioZyme. Once a year has passed, the dealership is eligible for the second level of training that focuses more on marketing and selling techniques. Rewards are also sent after the second phase is successfully passed.

The training program is available online through the Online Dealer Center. A series of training modules allow employees to watch a short video presentation and then take a quiz about what they have just learned. If you do have multiple employees that want to complete the training, you should contact your Area Sales Manager or the Outreach Support Center at (816) 344-5769 to secure multiple login credentials.

Knowledge is power. In a world where customers have many options, make sure to empower your staff with information they need to be effective in product promotion and sales. Take charge and take part in the Master Dealer Training Program. It’s just one of many tools BioZyme offers its dealers to help them reach success in their business.

How to Empower your Sales Staff to Ask for the Sale

Developing relationships and providing top-notch customer service are two of the keys to a successful business. However, if you want your business to generate profit, you need to grow your sales. Perhaps one of the most challenging things about business, once you’ve developed those relationships is making the actual sale.

“A lot of good conversations take place when we build relationships, but did we flat out ask for the sale? Even the most experienced sales staff feel comfortable talking about products and having rapport, but they are scared of being told ‘no,’ so they might avoid the ask,” said Trent Gabler, BioZyme® Inc. Sales Coach and former ASM.

The fear of rejection is a natural reaction; however, until the question is asked, the answer is always ‘no,’ and when you do get a positive yes, it makes you and your business’ bottom line and outlook a little brighter.

Gabler offers three methods to empower your staff to feel more comfortable in closing the sale.

1. Summary close. Once you have discussed a particular product’s benefits or the Amaferm® advantage, have one or two summary statements and then simply ask when the customer would like to try the product or place an order. You could summarize with the three main selling points of improving intake, digestibility and absorption each time. Just keep your closing statement simple with an impact. For example, you might say, “Concept•Aid offers the benefits of increased reproductive success. When would you like to give it a try?”

“I think the summary close is the best. It highlights the benefits and reconfirms why the producer should invest in your product. How can a producer afford not to use it? Then, suggest how and when to order,” Gabler said.

2. Now-or-Never. One way you can ask for the sale without really applying sales pressure is during a promotion or sale. If you are a dealer that offers a good deal during or directly after a producer meeting or during a particular season of the year, this is a particularly effective pitch, according to Gabler. People like to save money, so if they know they have to buy “now” or they will “never” save money, they are more likely to buy on the spot. With the now-or-never approach, you might say, “This promotion ends tomorrow. If you don’t place your order now, you will miss out on this incredible savings.”

3. Direct Ask. If you aren’t afraid of hearing no or maybe, then try asking directly, “Would you like to place your order today?” If you don’t ask immediately after your conversation, and your potential customer says they need a little time to think, make sure you follow up with him or her within two to three days of your original discussion. That allows enough time for the person to think about the products and do any research they might want to do, and yet keeps you and the products fresh in their minds. Never assume they will get back to you; that is why it is imperative that you reach back out to them.

Training your employees to have product knowledge, customer service skills and build relationships are all important. Those skills will lead to empower them to make the ask and close the sale. Making sales and hearing “yes” will further empower and elevate your employees’ self-esteem. Make the ask, make the sale and watch your business grow!

Grow Your Business by Engaging and Empowering Your Staff

Good help is hard to find. But once you’ve found a good and loyal employee or several of them, you want to make sure they stay with your company. Turnover and hiring are costly in both money and time, and let’s face it, if you’ve found someone that meshes with your company values, mission and culture, isn’t it worth it to keep them as part of your team?

In a recent Inc.com 1 article, author Maria Matarelli suggests the best way to empower and grow your business is to empower and engage your employees. She quotes,

“According to a Gallup poll, only 37% of employees who feel they are engaged in their job would leave for a raise of 20% or less. That’s a big indicator of just how important engagement and empowerment are. Employees are willing to turn down more money if it means less empowerment.”

Employees need to feel like they are being treated as an unique individual, not just a robot following a set of rigid rules to accomplish a task. Yes, policies and guidelines are imperative to workplace productivity and safety, but happy employees are the key to a job well-done.

Matarelli reminds readers, “A machine can’t surprise you. A machine can’t be creative. A machine can’t innovate or contribute to the culture of your workplace.” Once you have hired someone provide them with the company vision and let them work. You might just be surprised at the type of contribution they make to improve a process, create a new product or provide other valuable input to help your company.

Follow these three simple steps to empower your employees and watch them succeed and help your company succeed simultaneously.

1. Listen. This might seem simple; however, often times employees have great ideas but have no one to share them with. People want to know that they have a voice and their opinion matters. As their supervisor, you don’t have to say yes, but you might just hear the next great idea for your company to soar.

2. Provide Safety. People like to feel a sense of security in the workplace. This can shape up in different ways. First, your employees will want to know they do have job security. No one works to their potential when rumors of firing or downsizing are circulating. If your company is experiencing hard times, be open with your team so they know what to expect. The second way you can make your employees feel safe, is by letting them voice their opinions, ideas, or thoughts on what works well and what could be improved on.

“The problem with leadership roles is that leaders are rarely the ones who interact directly with the customers. It’s important to hear from your employees that do, because they have valuable insight to offer. But they won’t share their thoughts if they don’t feel safe doing it,” Matarelli writes.

3. Mistakes Happen. Nobody likes to make mistakes. But, if you turn a mistake into a learning opportunity, it might be one of the best things to help boost your company’s growth. Being in the animal nutrition business, we conduct research trials with our products continuously. During those trials and experiments, we know that there will be mistakes, and that is often when we can learn both what doesn’t and what does work. Amaferm® , the product featured this month, might not even exist if Mr. Kistner hadn’t observed the growth effects of his livestock when he threw out some bad experiments and noticed how much more efficient his animals became. Allow your employees to try new ideas and let them feel safe with the idea that they might make a mistake.

Empowering your employees is a great way to help your company grow. Happy, engaged workers who feel a true connection to the business will flourish, work harder and smarter and help your business achieve its goals. Customers don’t want to do business with a robot, so make sure that you treat your employees like people, and keep them a part of your team.

– Source: https://www.inc.com/maria-matarelli/so-you-want-higher-performance-in-yourbusiness-empower-your-people.html?cid=search