After all, competitors don’t. Some will say anything to win a deal, but ultimately ethics pay, and here’s why.
Ethical selling clearly demonstrates to your customers that you have confidence in your products and services and that alone will improve your brand in the marketplace.
A business that sells without the need to resort to unethical practices is delivering a message to its customers that it’s products and services stand up on their own, without being propped up by poor selling, below cost deals, bribery and such like.
Why is that a problem you might ask, it’s all about getting the deal in sales isn’t it. No, no, no. Sales has moved on from the 80s, in today’s world that approach won’t build long term value, repeat customers or referrals.
Now, businesses with a strong ethical sales culture will lose some deals to competitors in the short term. But, in the longer term they end up with happier customers, more frequent referrals and a healthy pipeline. Oh, and those deals you lost, don’t worry, they’ll be back.
A customer will judge ‘how you sell’ as a very strong indicator on the quality of ‘what you sell’.
Needs related sales, consultative sales, whatever you want to call them, allow your sales teams to spend their time doing what they do best. That’s engaging with their prospects, truly understanding their needs and building solutions that are in the best interest of your future customer.
Selling in the right way, at the outset, protects future income.
Ethical selling may slow down current growth, but it will enhance long term sustainable income, and that’s why my colleagues and I at LibertyPay do what we do.