In today’s competitive business world, there are only three strategies to grow your organization:
- Get new customers
- Provide more services to existing customers
- Keep existing customers from leaving the organization
All three strategies require significant effort, including building sales skills for your employees. In addition, implementing these strategies may require your organization to undergo a change in culture.
Changing the culture may sound scary, but the effort does not have to be daunting. As with any significant change, changing the culture and providing the associated training and support for your staff takes time and planning. Here are some steps toward effectively changing your organization’s culture to a “sales culture:”
Communicate the need for sales initiatives to all employees
Many employees may not be aware of the necessity to sell (and cross-sell) services to current and existing customers. Keep in mind that most employees have been “groomed” in an order taker environment, which means that employees are accustomed to simply providing the services as a customer asks for them. In a sales culture, employees learn to build a relationship with the customer, and engage in active listening to learn what the customer needs.
Provide extensive sales training
Of course, if you expect employees to sell and cross-sell services, you must provide training to equip them with the necessary knowledge to meet your expectations. This is especially important when helping employees move from the “order taker” environment to a sales environment.
It’s important to help employees understand the importance of sales, and the relationship of sales to the organization’s future profitability (and existence!) During the training, it’s also essential that employees learn what making a sale really means in their industries, and to address their fear of sales.
Therefore, SUCCESSful Sales Program includes not only training skills but also relationship building and customer service skills. Organizations can have a great sales force, but if the service is inadequate after the sale, the customer will leave the organization.
The learning outcome for the participants is as follows;
- Accept and embrace reality that each clients and organization is unique;
- Understand why the important of sales and why they should be proud serving their clients;
- Identify and capitalize on their strengths and at the same time, acknowledge their weaknesses and learn to manage them;
- Build and manage relationships with family members, customers, business partners and associates, and each person they come into contact with;
- Accept people as they are and have a better understanding of the various personalities and how to deal with them pro-actively.
S – Sense of direction : We human are engineered as goal –seeking mechanisms. When we have no goal which we are interested in and which “means something” to us, we are apt to “go around in circles,” feel “lost” and find life itself “aimless,” and purposeless.” We are built to conquer environment, solve problems, achieve goals, and we find no real satisfaction or happiness in life without obstacles to conquer and goals to achieve.
U – Understanding : Understanding depends upon good communication. Communication is vital to any guidance system or computer. We cannot respond appropriately if the information we act upon is faulty or misunderstood. Most of our failures in life and human relations are due to “misunderstanding.” Most of us expect other people to react and respond and come to the same conclusion as we do from a given set of “facts” or “circumstances,” but in actual fact, people respond appropriately to what – to them – seems to be the truth about the situations.
C – Courage : Having a goal and understanding the situation are not enough. We need the courage to act, for only through actions can goals, desires and beliefs be translated into realities.
C – Charity : Successful personalities have some interest in and regard for other people. They have a respect for others’ problem and needs. They respect the dignity of human personality and deal with other people as if they were human beings, rather than as pawns in their own game. We need to recognize that every person is a unique individuality which deserves some dignity and respect.
E – Esteem : Of all the traps and pitfalls in life, self-disesteem is the deadliest, and the hardest to overcome; because it is the pit designed and dug by our own hands. We must learn that holding a low opinion of ourselves is not a virtue, but a vice.
S – Self-confidence : Confidence is built upon an experience of success. When we first begin any undertaking, we are likely to have little confidence, because we have not learned from experience that we can succeed. It is literally true success reeds success.
S – Self-acceptance : No real success is possible until a person gains some degree of self-acceptance. Self-acceptance means accepting and coming to terms with ourselves now, in us, we do have strengths that we can capitalised upon and we also posses weaknesses that we need to acknowledge and overcome.
Duration : Two (2) days
Call +603-7873 5017 or email to us at email@example.com for more information & enquiries.