***NOTE: This is part of a multi-article series on ethics in selling. The Our Shawn provides keynotes and other programs on ethical selling and he brings you some of his thoughts and findings here. Make sure you check out all of the articles at our blog. If you need more assistance call us for an appointment.***
In almost every sales call you make there is a very real and very important elephant in the room.
It’s usually known and it’s rarely discussed.
Your customer thinks you are selling them so you can get your commission. They are thinking it and you need to overcome it. And bring the elephant out too (scary, I know).
Ethics is no fun to discuss
Discussing ethics is about as fun as taking the garbage to the curb. It’s inconvenient, unpleasant and often doesn’t smell good.
But it’s an important topic.
And it’s a topic that can make you money.
So what do we do?
So you are trying to make the sale to your customer because, well, you have stuff to sell.
Your customer likely has a need for your offering (or something close to it) or else you wouldn’t even be talking.
So we have to somehow bridge this gap.
One thing I recommend in situations like this is to have a process that is clear and transparent.
Systems and processes drive sales so we should be using them to find our potential clients, filter our leads and move to closing. It seems that the best salespeople have processes regardless of what they call them.
And a good process does more that get you to the sale.
A good process takes the “pressure” or “close” out of the equation.
The next step
Once we have the process and system we should show it to our potential clients. This reveals to them that we care about them (and those like them) and we aren’t just after their money.
That prospect wants to know we aren’t motivated by the commission but rather that we are in touch with our professionalism.
And it’s good for us too!
Not only do having the systems and processes help us sell more by showing we aren’t over-motivated by commission it also helps us (beyond helping us make more sales).
By having a system we have a clear check on ourselves. It helps us make sure we don’t overstep the boundaries by the lore of commission.
And that’s practical ethics in practice.
If your company is having challenges getting the right process in place give us a call – www.mcbrideforbusiness.com – and we can co-create a plan for your needs.
The Our Shawn
P.S. If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.
P.P.S. I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.
Republication: Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM). Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.
Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services. We do not knowingly recommend any products or services we do not believe in.
Posted In: Business