12:29 pm
May 28, 2017

Ethics in Selling

Ethics in Selling
Greta Schulz

By Greta Schulz

When it comes to selling and using strategies and tactics to get the job done, few people in sales consciously think about the ethics of the way we sell. Ethics in selling will help an organization build a good reputation and consolidate its position in the market. Ethics are learned and can make a big difference in having a loyal customer base and in making sales.

Ethics in selling include:

  1. Truly listening. Good sales executives are partners. Start by being a true listener and understanding the real issue, not just what you want to hear, so you can attempt to sell your product or service. True listening is really understanding the underlying issues and the “whys” behind those issues.
  2. Pulling back. Most sales executives do not know when to push and when to pull back. No one likes to be pushed and hearing something a prospect says that may look like an opportunity is not the time to pounce on them with your solution. Pull back and ask more about what they’ve said. Pulling back at the right time can keep you in a respectful position as well as help you learn what the true issues really are.
  3. Going to bed knowing you did the right thing. My father always taught me: If you can go to bed at night, look up in the dark and say, “I did the right thing for all people not just myself,” then you should be able to sleep well.
  4. Telling it like it is. The key to getting a loyal customer base is to be truthful at all times. When the customer asks you for suggestions, offer the information in its truest form, even if it’s not you as the best option. That’s right. Doing the right thing is always more important than the sale.
  5. Being innovative. The key to having a consistent sales base is to come up with innovative ideas for them. Know what your competitors are doing and stay informed. Use your own methods and strategies to stand out in the competition. Do not copy or borrow ideas. Instead, brainstorm as a team with your prospect or customer and take valuable suggestions. They need you to be a sounding board, not just a pusher of your product or service.
  6. Customer satisfaction. It should be given the highest priority. Come up with surveys and feedback options to know what you are doing right and wrong. Do proper research and know how to appeal to customers on a deeper level.
  7. Knowing what they are thinking about. Your customers have interests and concerns other than what you offer them. Be their sounding board and a connector. Who do they want to meet? What do they need outside of what you offer? Helping in ways that are outside of your scope is the key to being a true partner. That is about truly helping.

Ethics in selling may seem like a luxury you cannot afford. But in the long run, standing out in the rat race and building your empire and loyal customer base calls for utter dedication and ethical selling.

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is a best-selling author of “To Sell is NOT to Sell” and works with Fortune 1,000 companies and entrepreneurs. For more information or free sales tips, go to schulzbusiness.com and sign up for “GretaNomics,” a weekly video tip series, or email sales questions to
greta@schulzbusiness.com.

31 comments

  • Today, I went to the beachfront with my children. I found a sea
    shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She put the shell
    to her ear and screamed. There was a hermit crab inside and
    it pinched her ear. She never wants to go back!
    LoL I know this is totally off topic but I had to tell someone!

    Reply
  • Magnificent goods from you, man. I’ve understand your stuff previous to
    and you’re just too excellent. I actually like what you’ve acquired here, really like what you’re saying and the way in which you say it.
    You make it enjoyable and you still care for to keep it wise.
    I cant wait to read far more from you. This is actually a tremendous
    website.

    Reply
  • I absolutely love your blog and find many of your post’s to be precisely what
    I’m looking for. Do you offer guest writers to write content for yourself?
    I wouldn’t mind composing a post or elaborating on most of the
    subjects you write about here. Again, awesome web
    log!

    Reply
  • Hi! Someone in my Myspace group shared this site with us so I came to take a look.
    I’m definitely loving the information. I’m bookmarking
    and will be tweeting this to my followers! Fantastic blog and brilliant design.

    Reply
  • Do you mind if I quote a couple of your posts as long as I provide credit and
    sources back to your blog? My blog site is in the exact same area of interest as yours
    and my users would certainly benefit from a lot of the information you present here.
    Please let me know if this alright with you. Thanks!

    Reply
  • Hello there, I discovered your website via Google at the same time as
    searching for a comparable topic, your web site got here up, it seems great.

    I’ve bookmarked it in my google bookmarks.
    Hello there, just became aware of your blog via Google, and located that it’s truly informative.
    I am gonna watch out for brussels. I’ll appreciate should you proceed this in future.
    A lot of other folks will be benefited from your writing.
    Cheers!

    Reply
  • I always used to read post in news papers but now
    as I am a user of web therefore from now I am using net for
    content, thanks to web.

    Reply
  • This is really interesting, You’re a very skilled blogger.
    I have joined your rss feed and look forward to seeking more of
    your excellent post. Also, I’ve shared your web site in my social networks!

    Reply
  • I’m amazed, I have to admit. Rarely do I come across a blog that’s both educative and engaging,
    and let me tell you, you’ve hit the nail on the head.
    The issue is an issue that too few men and women are speaking intelligently about.

    I’m very happy I came across this in my search for
    something concerning this.

    Reply
  • I’ve been surfing on-line greater than three hours nowadays,
    but I by no means found any attention-grabbing article like yours.

    It is lovely value sufficient for me. In my view, if all web owners and bloggers made excellent
    content as you did, the web can be much more useful than ever before.

    Reply
  • Somebody essentially assist to make severely articles I might state.
    That is the first time I frequented your website page and
    so far? I amazed with the research you made to create this actual
    post incredible. Wonderful activity!

    Reply
  • You actually make it seem so easy with your presentation but
    I find this matter to be actually something that I think I would never understand.
    It seems too complex and extremely broad for me.
    I am looking forward for your next post, I’ll try to get the hang of it!

    Reply
  • Wonderful beat ! I would like to apprentice while you amend your website,
    how can i subscribe for a blog website? The account aided me
    a acceptable deal. I had been a little bit acquainted of this your broadcast provided
    bright clear concept

    Reply
  • Fantastic blog! Do you have any suggestions for aspiring writers?

    I’m hoping to start my own website soon but I’m a
    little lost on everything. Would you suggest starting with a free platform like WordPress
    or go for a paid option? There are so many options out there that I’m completely
    confused .. Any suggestions? Cheers!

    Reply

Leave a Reply

Your email address will not be published. Required fields are marked *