I was training corporations in the principles of conscious capitalism long before I had heard of it. That’s because I knew these ideas worked in my life, and had found they worked in other people’s lives as well. Also, because many corporations were willing to pay me and Certified Trainers of my seminars handsomely to teach this to their employees.
One of my more interesting clients, a giant telephone company, trained more than 1,000 employees in our “Influencing with Integrity” skills because they discovered their sales increased as their people learned our conversation/sales skills. What did we teach them?
One of the key ideas was to listen to the customer and find out the customer’s needs before offering a product. When we began we heard admiring stories of telephone sales people who sold a two person business a system that would handle 20 employees. The commission was larger for the bigger system of course. Since many telephone sales people’s wages are based on commission, this seemed like a smart move. Except the customer couldn’t have been too happy when they eventually discovered they had been “snookered”.
Once our trainers introduced “dovetailing”, lots of sales pitches changed. “Dovetailing” has three steps:
1. You know your outcome: to make a sale
2. You find out your client’s outcome: to purchase something they need
3. You find a solution that perfectly matches both of your outcomes.
This sometimes requires creative thinking skills which pay off in increased business, trust, and referrals in the long run. Pretty obvious, once you think about this.
The extra dividends from dovetailing are:
1. Retention rates go up because people feel good about their jobs
2. Job satisfaction is increased
3. More humor is seen/heard in the workplace
4. Sales call/close ratio increased by 25%.
Conscious Capitalism’s focus on Purpose, Stakeholders, Leadership and Culture is another way of implementing “Dovetailing”. Comforting to have other people agree with us.
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