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Countless books have been written about sales, and hundreds of methods have been developed, yet today there is a growing sense that none of this really works anymore. Why is this happening? Why now? What will the concept of sales look like in the world we are evolving into?
When we look from a broader perspective, we see that all of us live together on this planet as if in one shared home. We make a living from one another, producing, selling, and buying. Each person receives something from others and gives something of their own to people.
From generation to generation our desires develop, bringing with them new businesses. In our time the world has become increasingly interconnected, and mutual dependence is growing. Internally, we are also undergoing fundamental changes, and consumption is gradually shifting from material consumption to emotional consumption.
People are less attracted to objects, and what is needed more than anything is warmth, care, and a positive atmosphere. Yet because these needs are rarely fulfilled anywhere, depression is spreading throughout the world.
At the next stage of our development we will understand that we do not live in order to sell but in order to connect, and that deep connection with others is what can fill us with the greatest and most meaningful satisfaction. This will lead us to develop an integral approach to life, a perception that all of us are parts of one body, like different organs that need one another in order to function. When our hearts genuinely open to one another, we will see how positive forces begin to flow between people.
Whether we recognize it yet or not, this will be humanity’s next evolutionary stage as intelligent beings. Without a fundamental change in the way we perceive human relationships, we will be unable to survive. The only question is how quickly we adapt ourselves to the conditions of the new environment.
Smart organizations will be those that begin to invest early in developing the integral approach among their personnel. This will let them progress confidently while other organizations might find themselves collapsing. From an integral perspective, many innovations in service and sales will emerge.
The following are several key principles.
According to the integral approach to education, products and services are essentially means for building a connection between buyers and sellers. In an integral organization, sales and service representatives need to sell an atmosphere, happiness, joy, and connection, and they should be trained for this purpose.
Good service and sales professionals are people whom customers are naturally drawn to because they receive warm and considerate treatment from them, and sometimes even good advice for life. They remind customers, in some way, of the warmth of a family home. Above all, they provide sincere concern for the customer’s well-being and cultivate a trustworthy and positive relationship.
What attitude should a salesperson have toward the product they are selling? Their goal should be to use the product as a means to bring enjoyment, joy, and peace of mind to their customers over time. Such warmth and positive attitude will lead the buyers to return to the organization and recommend it to their friends.
A service and sales manager in an integral organization should continuously guide their staff, helping them improve their ability to communicate and uplift customers’ moods. Those who succeed particularly well in this deserve recognition, appreciation, and visibility within the organization.
Another responsibility of the manager is to ensure that a consistent and warm relationship is built with the customer community. This relationship should not be based on the profit made yesterday and the hope of repeating it tomorrow, but instead on a genuine desire to maintain the connection itself.
For example, events can be organized for customers’ children during holidays, summer camps, shared outings, trips, and similar activities. Service and sales teams should develop more and more ideas of this kind, all aimed at strengthening and improving the relationship between the organization and its customers.
An integral organization sets itself the goal of strengthening connections between people, and from every sale it allocates something for the benefit of those who are less fortunate. It is especially worthwhile to involve customers in this process, showing them how their purchase contributed to helping others.
In addition, the organization strives to reduce costs as much as possible, maintain high product quality, keep profit margins reasonable, and measure its success by improving its relationship with the public and increasing positive interaction.
Service and sales professionals are the face of the organization, and therefore they also have an educational and explanatory role. They should explain to people the integral approach according to which the organization operates and show what actions the organization takes to benefit both its customers and society as a whole.
Indeed, we are standing before a revolution.
When each person feels surrounded by warmth and care, they will be able to realize their full potential for the benefit of society.
Based on “New Life 113 – Working in Sales, Part 2” with Kabbalist Dr. Michael Laitman. Written/edited by students of Kabbalist Dr. Michael Laitman.
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