Is your company delivering on its sales promises?
Once you have the promise defined, provide ongoing training to each team member on what the sales promise means and how everyone in the company can work together to deliver on the promise. Educate all new hires with the premise and details of the sales promise, and ensure that current employees are always on board with the message.
Also, make sure everyone in every department can clearly communicate what the company’s sales promise is and how they and their department play a role in fulfilling that promise. Make it clear that everyone—accounting, shipping, R&D, customer service, and every area in between—is responsible for fulfilling some part of the sale and impacting some aspect of the customer’s experience.
Finally, as part of the training, ensure that everyone understands it’s their job to hold each other accountable for delivering on the promise, and train them on how to do so. Remove the corporate silos, where departments operate in a vacuum, and train people how to communicate across department lines so they can all work together to ensure that the sales promise gets delivered to every single customer.
- Promote the sales promise to customers in a broad and global way.
With all the details worked out and everyone in alignment with the company’s sales promise, it’s time to communicate that promise to customers. But customers don’t need or want to know all the detail work you’ve just done. They simply want all those details to flow smoothly as they interact with you.
A good sales promise from a customer’s perspective is something broad and global—something that resonates with people. Perhaps all the detail work you’ve just created gives customers “the easiest shopping experience ever” or “the best casual dining atmosphere” or “the latest technology innovations simplified.” Whatever your promise is, promote it in a way that speaks to what the customer truly wants. With that broad and global sales promise being promoted, employees will then be empowered to use the newly-created processes to go above and beyond to exceed the customers’ expectations.
For example, Southwest Airlines has a sales promise to get you where you need to go on time. To fulfill that promise, they have many internal processes created. Additionally, everyone in the organization knows the promise and their role in fulfilling it. When a plane is at risk of being late, you’ll see everyone—even pilots—pitching in, loading baggage, and doing what they can to get the plane out on time. That’s the power of a unified sales promise.
A Promise for a Profitable Future
When the people within your company focus on the fact that everyone in every department is involved in the sales process, creating and living by a sales promise is much easier. So if you want to grow sales and create a following of raving fans who are eager to do business with you, get started on your sales promise today. Remember, the sale is just the start; the promise is ongoing.
Victor Arocho is an executive coach, speaker and managing partner with Potential Sales & Consulting group. He specializes in exponentially growing sales by bringing accountability to the sales process and crafting a sales culture of success. For more information, visit www.victorarocho.com.
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