Palin korea Lgxsbh ? Blog Archive ? How Business Ethics Increase Sales

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Technology such as customer relationship management systems
Attending sales training coaching programs
Setting sales goals or targets
Business networking events
Engaging in talent or sales skills assessments
Ideal customer profiles

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However, possibly by beginning with this step of writing down business ethics or positive core values statement may actually increase sales far more than any of the other previously listed strategies. The rationale for this is because it is directly connected to this sales truism:

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People Buy From People They Know and Trust

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Before the action steps, the goals, the critical success factors, the mission, the vision and even purpose statements are written, the values (business ethics) need to be clearly articulated and then shared with all customers both internal and external. Sales Training Coaching Tip: The values statement is embedded within the strategic plan and should be in the sales growth action plan as well.

Peter Drucker is quoted in the book?Fail-Safe Leadership that

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?Leadership is all about results.?

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For today?s crazy busy sales people and even everyone else in the very crowded marketplace, I would add the following clause:

?by the demonstration of positive core values.?

For without consistent business ethics, anything goes becomes the prevalent behaviors which may result in diminishing customer loyalty to creating a culture of non-performance where people are more concerned about covering their rear-ends.

With my executive coaching and sales coaching clients, I start with the authoring of a positive core values statement and have been doing this for almost ten years. Now, it appears a Harvard Business professor, John Paul Rollert, in a column at the Harvard Business Review is even encouraging his students to take similar action. Note: Even if I am consulting on the corporate level, I bring in the organization?s core business ethics into all facilitations.

Again, returning to the number one sales buying rule or axiom in my opinion, ?People Buy From People They Know and Trust,? how can anyone truly know you or especially trust you when your behaviors do not solicit such feelings. This leads to sales buying rule number two ?People Buy First on Emotion Justified by Logic? and number three, ?People Buy on Value Unique to Them.?

When organizations or crazy busy sales people have written values statements, this action reinforces the first three sales buying rules. Then they can work through the other selling necessities such as a proven sales process is needed to consistently increase sales.

Without business ethics or a positive core values statement is very much like a rudderless ship or a car traveling a curvy road without guard rails. And the best news, constructing one helps to bring clarity and focus which may take away some of that craziness.

Free?sales skills assessment.

Executive consultant and sales coach, Leanne Hoagland-Smith, partners with forward thinking leaders who want a NEW status quo. Call 219.759.5601 CDT USA to have a quick chat about the desired results you are seeking.

Discover sales success with this?sales book,?Be the Red Jacket in the Sea of Gray Suits, the Keys to Unlocking Sales Success.

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Source: http://lgxsbh.com/?p=1248

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