On its core, like the world we live in, sales is an honorable domain – a psychology and individual understanding so intertwined with our day-to-day lives that its essence is definitely evident in many of the things we all do and say.
While the planet is full of evil elements plus decay, I can put the windows down and drive south on the interstate with the sunlight beating down and the wind in my hair and create all of those things go away. There is sufficient beauty in the world to keep ourselves getting up every day. There is enough beauty in sales to keep us waking up into it every day as well.
Capitalism in its purest, Utopian form, makes our world perform monetarily; supply and demand, conference customer needs and servicing the customer effectively and with care keep the machine finely tuned. However , just like the entire world, when the seven deadly sins – namely greed – enter the image, anything can take a turn for that worst.
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It is our duty, because noble knights of the selling career, to keep honor in the game. True salespeople are not cheaters, not liars, and never human manipulators; they are listeners, these are givers and they are more concerned with putting the needs of the many in front of their own. However, there are a lot of unscrupulous salespeople, sales supervisors and above in the selling online game. Our prime directive, however , is to maintain discipline and integrity plus ethics in what is a sometimes unclean game.
Just as the world is not inherently bad or evil, neither is sales. A few bad apples give the orchard a lousy name. Bear in mind: we have a holy trinity of sales to satisfy on every transaction – be it a solitary call or even visit, a negotiation or a durable relationship. The customer, the company and the salesperson must be satisfied on every deal – short-change any of those three and that is what leads to an unhealthy sales balance.
Many a time, I have seen businesses talk out of both sides of their mouth; they dismiss shady offering out of one side, but in the other they promote it by doing absolutely nothing about it or commending great performances that were brought about unethically. Stay strong. Find ways to creatively weave everything into your arsenal without crossing the line. Once you cross, there is no going back.
A lot of sales can be the words we choose to make use of, handling sales objections, overcoming anxiety and usage of statistics to further the cause of satisfying that holy trinity. However , when you start skipping steps, if you bend the rules, fudge the numbers, tell half-truths and slick your path to the sale, no one wins.
Consider it: sure, you may get to mark that stick tally on the board nowadays and ring the bell. You may get that pat on the back from your boss. But when the product or service fails to deliver for the customer, who wins? When you or your company or your goods get a bad title because of that failure, who benefits? What will be the potential fallout within the black eye of a faulty status?
The best salespeople see the big picture of all of their words, actions plus strategies. And, in the end, no one is victorious (least of all the honor of the selling game) if you or anyone else provides sales a bad name.
Treat the particular selling game well and it will reciprocate.
Carson V. Heady has written a book entitled “Birth of a Salesman” that has an unique spin that teaches you proven sales principles designed to birth in you the top producer you had been born to be.