Ethical Selling = Effective Selling

Since you’re reading this article you no doubt are a very eager salesperson striving to gain knowledge that gives you the edge as a great sales professional.  You’ve done diligent research on how to conduct effective cold calls, identify key decision makers, make great presentations, handle objections, develop super “C” level relationships, use all the CRM Apps to gain insight and become a “master” closer.  Your pursuit of knowledge will definitely pay off.  I too am an avid reader of sales effectiveness publications written by great writers like Jill Konrath, Keith Ferrazi, Chet Holmes and that time tested great Dale Carnegie.  However, in all my sales life, I have yet to see any disciplined focus on Ethical Selling.  As trust is the first bond you need to establish with a client or prospect I will focus on this. Ethical Selling. To the uninformed this sounds like an oxymoron like “Jumbo Shrimp” or “Marital Bliss”.  However, to those sales people striving to be the best these two words mean everything.  You cannot be a successful salesperson if you do not develop trust with your clients as well as with the company you represent. 

Trust = Results = $$ Commissions

Let’s take a look at Ethical Selling from two angles.  One is the Legal aspects and the other Cultural, or the good ...read more