Increase Sales Blog

In the ongoing effort to increase sales, crazy busy sales people focus on:

• 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

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 strategy and truism:

People Buy From People They Know and Trust

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 action plan and should be in the sales growth action plan as well.

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

“Leadership is all about results.”

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, 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 strategy or rules for selling 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 strategy number two People Buy First on Emotion and number three, People Justify Their Buying Decisions Using Intellect.

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

Without business ethics or a positive core values statement (think rules for selling) 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.

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