How do you know if you're a principled seller?
1. You only target clients who you know will benefit from your product or service.
2. You are not all things to all people. You know what you and your organisation is good at. You only accept orders for products and services which you will deliver with exceptional service.
3. You direct customers to where they can best get a product or service which you cannot deliver. Even if this means directing them to a competitor.
4. You always deliver on the promises made in marketing and sales messages.
5. You often deliver more than the promises made in your marketing and sales messages.
6. You never mislead a client or customer for short term gain.
7. If you mess up you admit it and apologise – taking personal responsibility.
8. You are genuinely interested in your customer’s business, their goals, ambitions and motivations.
9. You understand your client’s world.
10. You never think or say ‘stupid client’.
11. You cooperate with colleagues to win customers for your business.
12. You believe in your products and services.
13. You know the value of your product and services and are confident about your pricing.
14. You focus on building relationships not making the sale.
15. You never ‘close’ or use sales techniques.
16. You are a master of advanced communications and understand in depth the skills of questioning and listening.
David Tovey
David Tovey is a professional speaker, coach and author of 'Principled Selling' published by Kogan Page.
Follow Me:
to get free email updates!
{ 5 comments… read them below or add one }
Excellent advice.
Thank you Mike.
David
Hello David.
That’s a great list. Could I ask you about one of the things you talk about – building relationships before you sell. This is very interesting and I’d love to hear more about it. I guess that means the end of blanket bomb email and cold calling campaigns. How would you suggest that people find those relationships?
Maybe the subject of your next blog article?
Keep up the good work!
Sonja
Great post. Can never get enough on the subject of sales = integrity.
@Sonya I think your answers lies in #1
My two cents….
Greg Wells
Thanks for your two cents Greg.
Selling ethically, with integrity and a conscience leads to more profitable business and long term success!
Best regards
David