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All Bets Are Off

Written by: Marshall W. Northcott

Article Overview: How do honesty and integrity weigh into life in business and sales? In what ways are these factors altered in trying times? What must you know and understand in order to succeed when it comes to your own character? Read on...

All Bets Are Off

I remember someone once saying to me, "Never confuse a person's honesty with their integrity." I was confused by the statement and it took me a while to figure out exactly what it meant.

What they were saying was that even a person with a great deal of integrity will lie in a small to large way in order to cover up something that has the real or perceived potential to harm them. When I heard the statement, I had just been promoted into a Trainer and Recruiter role for a company and the statement was in reference to sales staff. I was told that even someone with a solid character will outright lie if they believe that their job or reputation is on the line. Being more honest and forthcoming than most people, (naïve some would say) I found this difficult to believe however, my experience has been that it is all too true.

When people feel backed into a corner, when there is undesirable pressure, in times when they feel a lack of control, when they must choose between what's right and what works in their favour, when their answer will make a difference between what is real and what they would prefer others to believe, when people fear having been caught crossing the line, when they know they are going to be held accountable, when their brain is jammed and they are unable to come up with a reasonable explanation or justification for their actions or inactions, many will take the path of dishonesty in hopes of saving face.

The problem with this is that it creates all kinds of other potential issues. It often only delays the inevitable and does more harm and creates more ill will in the long run.

This economic meltdown is a great example of what I am referring to. I am a big believer in keeping track of business opportunities by using a business forecast. What I am hearing from people right now is that all bets are off when it comes to relying on client commitments regarding impending business projects. Under normal market conditions an experienced sales professional can usually gather enough quality feedback during their sales interactions to make reasonably accurate predictions regarding closing percentages, approval dates and sales revenue volumes.

Due to the challenging and uncertain times that we find ourselves in, I am hearing that in many cases clients and/or prospects that could normally be counted on to provide honest feedback cannot. Those that extended verbal commitments are in some cases reeling back and making excuses for doing so while others have just left the sales rep hanging and won't return their calls and/or emails.

For those who like to play fair and forthright this can be disheartening and demotivating. My advice, stick with what you know has gotten you results in the past. Be persistent! Maintain your honesty and integrity. Don't confuse the honesty vs. integrity of others. Don't push too hard, or lean on people, allow customers and prospects to save face if you sense the business is going sideways and that a potential for embarrassment exists. Otherwise, you may find that people will completely withdraw from you and even when opportunity does exist they will be reluctant to work with you because they won't wish to face you.

Until we see blue skies and sunshine in the economy again, don't spend your commission cheque before you receive it because for now, all bets are off!

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Article Tags: Business as Usual, Closing Delays, Economic Uncertainty, Emotional Stability, Long Selling Cycles, Selling in Tough Times, Unpredictable Business



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