GUTS # 19 –
G.U.T.S. Give Up The Sale??????? – But you teach about selling. How can you write an entry that tells us to give them up?
Well, Its like this. We live in a world that tells us it is OK to sell everything. But there are important parts of our spirituality and character that should not be for sale. Dignity, Self-Respect, truthfulness, love & worth should be things we are unwilling to sell. Treasures that we value beyond price.
Give up the sale, before you give up powerful assets, important for your well-being. They are worth more than you can ever get, by putting these virtues on the auction block, for sacrifice to the highest bidder.
I tell my customers that if I discover that a sale is not good for them that I will walk away from it. I tell them that if I discover they shouldn’t buy, that I will advise them not to buy or to buy somewhere else. And this is true. I mean it!!!
And Surprise! Surprise! Word gets out! When people find out that I REALLY want whats good for them; they trust me. And they tell their friends to trust me. So their friends come to me FIRST, before they buy elsewhere. And they themselves return to me often, to buy in the end.. Because someone, somewhere else tried to force them to buy something that was not good for them and they would rather buy from me because of my genuine help to them, as a consultant . So in many respects it helps me, to have an attitude that if it is right for the customer; I will advise them to consider other options. So, there are times that you can grow sales; by walking away from a sale!!!!!
Most every marketplace relevant sales person has heard of consultative selling. What is a simple definition of a consultant? A consultant honestly advises a customer, with expert information that helps a prospect make a good buying decision. Customers come to a consultant for helpful advice, they can not get elsewhere. Customers will seek you out; if you have a reputation, as a reliable consultant.
In order to attract business as a consultant. This attitude of Giving Up The Sale, to benefit the customer is a bedrock foundation that must be real, marketed and known.
If a sales person gets a reputation as a pushy, fast talker; prospects will steer clear from him, like the plague. Furthermore, even if a sale can be made with dishonesty, deception or untruths; you the salesperson have lost more than you have gained. There really is karma; the principle of reciprocity; that what goes around comes around; the law of the harvest = that seeds you plant will indeed come up in your own front yard in time.
The true art of selling not only fattens the pocketbook but enriches the life. I hope to share many valuable sales skills and tips with you, in my sales BEAMS. But I want them All to encourage ethical selling and principled persuasion.
So this causes the question. How do you integrate an ethic into a sales career? Try incorporating this G.U.T.S. (19) principle into your practice. How do you have beliefs that matter? Try practicing them at work…
Give up the sale if it is better for the client… You may find that more times than not; giving it up when it isn’t right for the client will actually bring the sale back to you; plus many more!