“Sincerity” is a much-used word in relation to selling. “Integrity” is a kindred word. Integrity implies a consistent kind of honesty: acting outwardly the way you truly feel inwardly. That’s why sound values are so important to your success with others.

In fact recently, I have read several blog posts providing huge lists of the most essential traits to be successful at selling – and not one mentioned integrity, which I found profoundly negligent.

Without integrity, we have nothing!

People buy our product or service not so much because they understand that product or service . . . but because they feel that we understand them; we understand their busines; their commercial objectives etc.

“Before I sell my prospect what my prospect buys, I must first see my prospect as they see themselves.” How many times have you heard or read that? Never has it been more relevant than it is today, when commercial playing fields have never been flatter.

Empathy is the magical word in human-to-human interaction. It means feeling as the other person feels, not just with them. It means putting yourself in their shoes and shaping not only your attitudes, but your entire approach accordingly.

“Rather than sell to our prospects and customers, we help them buy.” has also become a bit of a cliche, often uttered by people who haven’t thought that statement through at all: They remain totally wedded to the mantra of “sales and commission at all costs”

At the end of the day, the reality is that as we help others improve, become more profitable and more successful, so we grow, become more efficient and successful – it isn’t rocket science.

But do this, we must be open and honest – this is and always will be the essence of good commercial relations. These concepts are applicable to every facet of our lives, and in selling they pave the way to the truest and most fruitful success.

News: It is of course “changeover day” over at Top Sales Management, which means lots of brand new resources for your enjoyment …

New “Sales Management Issues” interview with Mark Hunter “Why Waste Time On Non-Performers?” Listen in

Latest “How To” Guide
“How to Negotiate With the Four Personality Types” People negotiate differently – and behave differently – during the negotiation process. We can observe different styles of negotiation and how different types of behavior can affect the outcome of negotiations. Continue reading …

Latest Sales Team Development Session
Team Building Exercise – SEEKING CONSENSUS (Lost at Sea)
“This activity can be used to illustrate that decisions made by a group of people who work well together can be far more effective than those made by individuals because people bring to a group different experience, skills, knowledge and ways of thinking etc.” Continue reading …

Develop Your Own Skills Section
“The Really Successful Sales Managers Are Outstanding Networkers” Before you even begin to look at engaging seriously in lots of networking effort, it is useful to look at your own temperament or disposition. This is the individual’s internal desire to network and to find value and enjoyment from the whole process of building relationships. Continue reading …

Featured Sales Management Expert
Nancy Bleeke is the CEO of Sales Pro Insider, Inc. combining her sales, human resource and leadership experiences to help companies “build performance, profits and people.” Known as the “SalesProInsider,” her passion is to provide tools and training methodologies that can be immediately implemented inside companies to drive 5-25% sales increases in 60 days or less. More

Trackback URI | Comments RSS