Every other business functions (accounting, engineering, operations) collects process, common culture, and established vocabulary terms that are clearly understood-everywhere except in sales.
It is a rare company that has a strong and distinct sales culture, complete with a common language for discussing, implementing, and improving the sales process. The few companies that have such a sales culture is easy to recognize, they’re much more comfortable.
Everyone who makes contact with customers should understand the sales language.
It is not our salespeople to be indoctrinated in a sales culture. Every time a customer contacts your business, the customer will be more or less sell your products. If all employees know how the sales process works, they can be much more effective in influencing the customers favor.
Here are some tips to help you start to build a joint sales culture. Document or the way the sales process works, and identify the critical phase of the process. What are the main steps that lead to a sale? Everyone in the organization is in contact with customers should know what the next logical step would be.
o Teach employees how to ask better questions-what Action Selling calls the best questions. This allows people to do a better job of building rapport and identify how best to proceed with certain customers.
o Teach employees how and when to make a positive company statements. No one should miss the opportunity to go after the good news about your business, whether it involves new products, favorable financial performance, joint venture, or whatever the case may be.
o Within the sales force itself, a common language is particularly important. For example, the terms of individual action sell (eg consultations aim, TFBR and Universal Stall Breaker) allow the sales team to communicate clearly and accurately on how to improve performance in certain areas of the sales process.
Develop a strong sales culture, based on a common language and based on well-defined sales process. You must create a powerful band, with all the musicians playing from the same score for customer audience
in the field :.
When companies see the results of the Action Selling on the performance of individual sales teams, decide they often use the system as an incentive to build or improve and “sales culture.”
“Our goal in implementing action Sala was to develop a common language for selling the 300-unit franchise of our network,” said Terry Huber, executive training now signs. “We wanted a solid sales standard that could drive sales productivity in the field.”
Now Action Selling Sales Training is to be effective throughout the system. . Roger Watkins, the owner now records the franchise in Bloomington, Indiana, sums it up this way: “Before my franchise, I was a police officer Gaining commitment policeman was relatively easy in the sale, it’s a different challenge … Action Selling has given me ammunition I need. I’m now ahead of aggressive my goal of 26 percent sales growth. “
Similar changes in performance are located in other franchises. “The records now,” said Terry Huber, “we have taken action Sell as part of our culture with tremendous success.”