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Why Integrity is PRACTICAL in Sales

Why Integrity is PRACTICAL in Sales

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When most people think of salespeople, they think of loud, gregarious, arrogant type of characters portrayed in TV and movies….

And a lot of times, when salespeople hear “selling with integrity,”

They think it’s some hokey pokey new age shit that sounds good, but is only to be laughed at…

But that’s where they’re wrong…

GREAT salespeople will understand and nod their heads when they hear that Selling with Integrity is indeed not only practical, but EFFECTIVE…

ESPECIALLY in a larger sale

I’ll explain why..

In our world where everything is online…

Meaning the customer can research your company, product, reviews of your product…

All within 32 seconds on the good old “Google machine…”

Companies and sales reps can no longer bullshit their way through a sales cycle.

Now,

BEFORE the internet…. Sales reps could do so…

Because there was no practical way for the customer to CHECK if the sales rep was telling the truth or bullshitting them!

Back then,

The balance of power (and information) was HEAVILY skewed in favor of the salesperson…

And the sales rep held all the cards, so to speak.

Nowadays,

With the internet…

Consumers can find out about you, your company, your products, your customers complaints, all within a stroke of a mouse.

So especially for more expensive products…

Value resides in a sales rep who is ABLE TO BUILD TRUST, and provide insights on what SIMILAR companies are doing in the marketplace.

Basically the most highly valued sales reps are those who can BUILD TRUST, and PROVIDE INSIGHTS.

Full stop.

Gone are the days of the swindler, or con-man acting as a salesman…

Now are the days, where the best salesmen sell with integrity.

They do what they say, and say what they do…

Because you must understand that throughout a lengthy sales process (3 months or more – which is what is typically needed for a sizable B2B sale)

The process of telling the truth and providing insights to your prospect, and them going away and validating what you told them… is the cycle that builds VALUE and TRUST…

And once you’ve done enough of that, as you’re moving along the sales process…

Is what allows “the wheels to be greased,” so to speak…

It’s what allows your prospects to be ready to buy…. Once you’ve built up enough VALUE and TRUST.

VALUE and TRUST – those are the keywords of sales today… and probably for the rest of time.

And THAT is why INTEGRITY is practical in sales.