Tell most people that you are in sales and watch their reaction. Their experiences with high pressure, poor service and poor quality have conditioned the masses to believe the worst when they hear this word – salesman.
This visceral reaction might be why many involved in sales now call themselves business development representatives. Yet, after talking to them, you know what is, is. They are in sales.
So why this extreme negative reaction? If we look to the past, we may remember the used car salesman or the high-pressure salesperson that we encountered during our work experience. Our negative reaction has more to do with their ethics and values than their selling skills.
What most of these salespeople have in common is a lack of ethics. Without clearly communicated ethics and values, the salesperson will do almost anything to secure the order. Their beliefs and attitudes were once the sale was made, go on to the next sale or sucker.
Today’s marketplace is different. Buyers are far more intelligent and have easier access to researching potential products and services. To differentiate yourself demands that you construct your own values statement. These values are non-negotiable behaviors that you will consistently demonstrate in all interactions.
Maybe it is time to use a core values statements to disqualify potential clients so that you can secure clients who will truly benefit from your products or services. When we as sales people take any order just to make a sale, we may be compromising our own core values and ultimately end up with a dissatisfied client. Remember, that dissatisfied clients share their unhappiness with more people than satisfied clients do.
If you are a salesperson and do not have a written values statement for yourself, take the time right now to construct one right now. For you and more importantly your demonstrated ethics are the change in the world.
Are You an Ethical Salesperson? - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-Smith
(Visit Leanne's Website)
Are you where you want to be? Are you
facing constant struggles in business or
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Are you seeking loyal customers, great
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I wonder if the sales call has a lot of life left in it.
