Selling ethically
“A Salesperson’s ethics and values contribute more to sales success than do techniques or strategies”
It is our job as sales people to ensure that what is being offered to a client is of benefit and sold in an ethical way where the client does not feel pressured into making decisions. With a step by step process, we can show how you can get your client to say yes and feel comfortable doing so.
Below I have done my best to give you as much value as possible even before choosing Mark Sclaire as the trainer who WILL help your business
Questions below will help answer any doubts you may have
What Are Sales Ethics?
Sales ethics can be well-defined as the moral principles that govern and ensure ethical conduct in business. They may simply define the methods of operation, making decisions, treating customers, and peers and suppliers related to the company.
Having a clear communication code of ethics will consequently help your business grow and be more efficient in conducting operations and the regular running of the company. It is having a well-defined system of conduct helps to promote ethical trading behavior and integrity within the Organization. As a result, this helps foster trust and builds credibility with the purchasing customers.
Business prosperity relies on the moral standards or instead codes of ethics set to ensure that the business’s normal operations are well done and are at the peak to achieve maximum output. Practicing ethical sales helps to gain the trust of the customers and additionally strengthen the reputation of the business. Furthermore, developing a code of conduct helps to create a culture of ethical selling within the industry. Typically, many business enterprises develop unique codes of conduct for the noble sale of products and ultimately train their salespersons to follow them. Mainly, the purpose of codes of conduct includes describing desirable and unwanted selling behavior, helping staff make ethical decisions, promoting high standards of practice within the business, and reducing the risk of breaching fair trade rules.
Demonstrating good ethical practices in business helps earn customer loyalty and further creates the right image in the public eye. In the end, sale ethics helps promote the business’s overall growth by increasing its profits.
How do you Sell Ethically?
Have you ever experienced unethical selling as a customer, and further regretted making the purchase? Well, this is normal among businesses that have not mastered the art of ethical trading.
Ethical selling involves convincing customers to spend their money on something they genuinely need. Several tips for sale include putting the customer’s needs first, being polite, and always telling the truth.
For a business to ethically conduct its normal operations there is a need to develop and instill good e morals in its day to day activities. One has to ensure the business’s regular running is at its peak, and all its employees ethically conduct themselves while performing their operations and interacting with customers.
A business entity must develop excellent moral standards in its internal operations to get this result. This positively impacts their external relations with customers and the whole business entity with the surrounding community.
Why is sales training necessary for a business?
Sales training is essential because it enhances the communication skills of the sales-people. They can overcome objections and present the product or service at its best with confidence and craft-making the customer convinced and without a doubt to close the deal. The salespersons have the necessary knowledge and skills needed to connect person to person, creating a lasting bond between the company and the customers.
Substantially, sales training increases revenue for the company. If the salespersons can overcome objections and close every deal presented to them, then it will be all win with no losses. As a result, the profits will increase tremendously and a tax gets paid on time, and the employees could boast of bonuses. We all love some extra tips for a job well done.
Above all, sales training improves the performance of the business. Both individuals and the company have the skills and knowledge, not only for closing deals but also with peers. This consequently results in increased performance within the business. Alternatively, instead of being a national corporation, the company could be a global corporation due to its thriving sales and improved customer relations within a few months.
What happens if the seller is unethical?
People have walked out of stores promising themselves to death that they would never try it out again. When customers are bombarded with lies in the name of sales, then chances are they would never come back. The trust is broken, their loyalty to the product or service walks away with them too.
Secondly, unethical sales cause shaking credibility on the company and the salesperson too. As a salesperson giving wrong information or even expired products on a customer makes them question your accountability. It means you did not do research, or you are used to giving out substandard goods and services as part of your routine selling. That the customer is not of value to you and only the profits matter to you, so treat everyone with respect.
Lastly, the brand image is damaged and could go a long way. Have you ever wondered what happened to some soda you liked but is no longer there? If the information was false or the ingredients carcinogenic and hazardous, the company fully aware but did not bother. The product eventually was done away with, now dead and gone due to the unethical selling that had transpired.
What are the unethical sales practices?
These are activities that are laden with dishonesty, lack of integrity, and false or misguided information during the sales process. False promises to a client are among unethical sales practices. Knowing well that the product is unavailable but not letting the customer aware is entirely wrong. They could lose their patience for good and never come back. If it is out of stock, make it clear to them. Offering wrong or false information about a product or service to a client is an unethical sales practice.
If health wise a client is affected by bacteria and asks for a milk product, then it turns out not to be probiotic, but you advised them that it was otherwise, then that is wrong. Selling damaged products to a client with it in mind is quite dishonest. If a customer needs software, you tested it and have full proof that it has hitches in it, and proceeded to sell, then that transpires to unethical sales practice. You don’t dispose of damaged products and services to clients just because you got an opportunity.
Seven Steps of Selling
Despite advertising playing a vital role in attracting customers, equally, selling helps to build and improve subsisting customer relations. Salespeople conduct research and follow up with buyers to guarantee they have a satisfactory experience. Additionally, trading involves collection and combination of knowledge to reach more customers and eventually sell more. With the following tips, you can create unique business relationships and make more sales.
Step 1: Prospecting and Qualifying
For example, before the salesperson calls the company, he/she had to find the company’s information somewhere.
Step 2: Pre approach
A good salesperson researches his prospects, familiarizes him with what his customers need, and learns their personality to best serve them.
Step 3: Approach
This is a crucial aspect. Similarly, as a salesperson, work to establish a rapport with the customer. This usually involves introductions, making some small talk, and asking a few questions.
Step 4: Presentation
The presentation of products is the key to any business success. A business should be able to present its products to explain how the products satisfy customers’ needs and in what way.
Step 5: Handling Objections
It is natural for customers to have concerns about you selling product, which is known as objections. These are the reasons as to why they do not want to buy a product. A good salesperson should view this as an opportunity to respond correctly to the customer’s objections and further understand why they have a complaint to the product in the first place.
Step 6: Closing the Sale
Closing sale is concluding the transaction, which should be done by agreeing on the terms of sale. This step aligns with the purchase step in the buying process.
Step 7: Follow up
It is essential to follow up on your client after a sale has been made. It involves sending thank you notes and asking the client if the product was up to satisfaction. This enhances customer relations.