What does it take to be successful in sales? In order to meet revenue quotas, sales managers will often apply high pressure on their team, which then flows on to clients. This can lead to the use of unethical and pushy sales tactics. Is it possible to make quota and preserve personal values at the same time? Thankfully, the answer is a resounding yes!
What are your values?
What values do you hold to steadfastly? Your personal commitments might include always being on time, telling the truth, or putting client’s interests first. I’d like to encourage you to write down a list of your mantras. Choose three that you identify with most, and incorporate them into your website, brochures, and conversations.
Holding to values helps you
Acting consistently with your ethics will also strengthen your self-image. This in turn will improve your conviction, grant you greater fulfilment in your work, and give form to your personal brand. You will sell most effectively when your beliefs are consistent with your selling efforts. Remember that selling is a transference of feeling. Acting with integrity strengthens your selling proposition!
Holding to values helps your clients
“People don’t buy what you do; they buy why you do it” – Simon Sinek. By having a well-defined personal brand, clients with similar values will identify with and buy from you. Conversely, the wrong clients will be repelled. Businesses tend to trust other companies who share similar values.
Your values will be communicated through your body language, vocal tone, and choice of words. Through intuition, prospects will be able to sense whether or not you are the type of person they want to do business with. By communicating your personal values through your sales presentation, you will put your clients at ease knowing they are dealing with a person of integrity.
Holding to values helps everyone
The sales profession has endured constant vilification over the last few decades. The reduction of openness has blocked countless genuine opportunities from coming to fruition. When trust is low, the cost of doing business rises1. The more salespeople act according to ethics and values, the more everyone gains by the improved reputation.
Sales and values are completely compatible. In fact, one could argue that it is the only way to be successful in the long-run. Acting with integrity helps us to sell more effectively. It helps our clients to better identify with us. Finally, it benefits the entire profession of selling. Take the time to define what you believe in, and let that guide your selling efforts!
Free resources for sales managers:
Sales Ethos helps companies increase revenue through sales training in Melbourne. We achieve results through sales coaching, customer service training, sales management training, and sales process consulting. Ben Lai is a sales trainer and business coach in Melbourne, and offers public sales training courses in Melbourne.
1 The Speed of Trust; Steven Covey; 2006