All marketing organizations today are striving to create more of a "sales culture" among their sales, service, and support people. Although definitions vary, a sales culture is generally described as the atmosphere that exists within an organization where everyone is focused on serving the wants and needs of customers and on providing solutions to their problems, issues and concerns.
Training programs such as "Agri-Selling Workshop" and "Principles of Professional Selling" help employees to develop the knowledge, skills and attitudes necessary for exceptional customer service. However, once the training is completed, sales people need some means that will enable them to continually review the key principles and keep their learning alive.
CRI has developed the "Professional Selling" letter series for this purpose. Each month over the course of the year, the letter covers one of the twelve topics contained within the PPS program. By revisiting the different modules (i.e. Prospecting, The Buying Cycle, The Sales Process, Handling Objections, Referral Selling, etc.) sales and service people are given opportunity to review the key principles associated with anticipating and serving the ever-changing wants and needs of customers.
Supervisors have a ready-made discussion outline with which to facilitate a sales related discussion at their monthly group meetings. For information on how to obtain the Professional Selling letter to support your sales and customer service efforts, e-mail us by clicking on the icon below.