“Everyone’s in Sales-Building a Sales Culture!” Every Conversation is a Selling Moment-Presentation

Presentation

Pdf Summary

In this presentation, Todd Cohen discusses the importance of building a sales culture within an organization. He emphasizes that everyone in the company plays a role in sales, and that every conversation and connection is an opportunity to motivate, inspire, and advance the goals of the organization. Cohen suggests that being technically proficient is not enough, and that it is important to engage more in order to sell more. He identifies "sales killers" such as the belief that sales is not one's job, fear of rejection, and complacency. <br /><br />Cohen emphasizes the importance of presence and listening in sales, and quotes Stephen Covey, stating that most people listen with the intent to reply, rather than to understand. He also references a Gallup organization study that found that it is crucial for employees to understand how their job impacts the customer experience. Cohen suggests that employees should think differently about what they do, and focus on how they impact the business and the clients. <br /><br />He discusses the value proposition, stating that if colleagues don't know what one does, then clients won't either. Cohen encourages individuals to think differently about every conversation, and suggests the new ABC of converting conversations: suggest something, ask for something, and ask how the organization is doing. He concludes by stating that a sales culture is the new brand, and invites viewers to contact him for a complimentary sales culture special report or to learn more about sales culture workshops and keynotes.

Keywords

sales culture

organization

motivate

inspire

engage more

presence

listening

value proposition

converting conversations

brand