As a sales professional, how would you describe yourself? Are you “pushy,” “annoying,” or “aggressive?” How can you overcome negative perceptions and help your customers see that you’re trying to help? By exhibiting ethical behavior and selling with integrity.
One of the greatest obstacles to upholding sales ethics is taking a “sales by any means necessary” approach. However, cutting corners with customers during the sales process doesn’t result in greater returns. So how do you increase sales with good business ethics?
Read on to find out!
#1. Foster Trust And Credibility With The Customer
To create a positive experience for both the customer and the company, it is imperative that trust-building is at the center of every sales interaction. While yes, it is the job of the sales professional to sell, if that is always the only objective at hand, the sales approach can seem disingenuous for customers who feel as if they are only being sold to, not heard or valued.
Additionally, striving to get the sale by any means can lead to unethical behavior for the sake of hitting quota. When interacting with prospects and customers, reps should strive to build trust first and sell second.
#2. Be Accountable
If a problem arises and you were at fault, quickly and truthfully take responsibility. While it may be tempting to defer responsibility to save face, being accountable for your actions and offering a solution to remedy the situation is a more ethical approach.
Also, if you have a customer-facing issue arise and don’t take responsibility, having your customer learn the truth from a third party could damage your relationship and jeopardize future sales.
#3. Share Clear, Truthful Information
When trying to convince a prospect to invest in your product or service, it is critical you only present honest information. Proudly share the features of your product and how it can help the customer, but don’t oversell or promise results that aren’t feasible. Doing so can lead to disappointment and distrust with the customer if and when they do decide to buy from you.
Also, if a prospect asks a question you are unsure how to answer, it’s alright to say, “I’m not sure, but I’ll check with my colleagues and follow up before the end of the day.” Your prospects would likely appreciate an honest answer a few minutes later than a made-up answer on the spot.