A relations-based and customer-oriented sales culture requires that the entire organization speaks the same language with customers as well as each other; speaking to the heart and the brain at the same time. The heart is the emotional anchor for our trust and commitment. The brain forms the base for the meaningful decision. The culture is the understanding and behavior that we put around both of those.
From the receptionist to the seller – from the first phone call to the personal meeting, the culture must be rooted in a genuine desire …
… To help a customer make a decision that creates value.
It is in my view the core of the customer-oriented sales culture that the above is pursued and complied with. True, credible and authentic.
I work based on my own practical experience with building relations skills of salespeople, sales managers, sales directors and others who work with customers. Put simply, it’s about training professionals to be better at associating with costumers as well as colleagues in a more expedient way.
- How do you and your colleagues define the concept of sales?
- Is everyone comfortable in the role of active salesperson and helpful advisor?
- Do you have the need for a non-committal culture check?