The most common question for most sales directors is: "How to influence on the customer satisfaction?" However, we should ask them one question before we answer to them , "Do you personally have direct contact with customers?" When they say, "No, this is the job of our dealers", we have to say them if they want to make customers happy, then they have to make their vendors or dealers happy.
This means that the quality of relations between buyers and sellers directly dependent on their relationships with vendors, and in the last issue we said that this is a reflection of the culture of an organization. In this issue, we will try to answer the question: "How do you create a culture of behavior in an organization?"
Three principles to influence people
There are three basic ways that people run into action. Let's see this through example
The first, we have a picture of Al Capone. Now ask you co-workers: "How would he do that?". Of course all people in the room will answer: "You made them to do this!" When we have Al Capone, you have only one way, the force and pressure to do as he wishes, or ...?
In the next slide, we can show a picture of the Henry Ford (the father of modern industrial production) and ask: "How would he do that?" With a little discussion, we usually get an answer that he would offer a reward for all who fulfill the task and penalty for those who are not fulfilled the task.
Finally, we should show a picture of the Jack Welch (declared for the managers of all time). The question is the same- how would he do this? After considerable discussion, people will conclude that jack wuld probably inspire his co-workers.