motivational speaker atlanta georgia

motivational speaker atlanta georgia

 

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Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology

 

sales training on ethics by victor gonzalez, business motivational speaker

Sales Ethics-To Tell or Not To Tell

 

Here’s a great question I received the other day while doing a training program on Sales Ethics. “If I don’t tell my customer about a certain feature we don’t have, is that lying?”
Excellent question!

 

EXERCISE:

1) Make a mental note of what you think the answer is?

 

2) Now, give a reason to justify your answer before you read the rest of this article.

 


In order to answer this question fully, let’s take some scenarios:

Scenario 1: The customer asked about that specific feature, how do you answer?

A good salesperson would answer the question honestly by saying they don’t have the feature and then go on to emphasize all the other great features-benefits that product does have.

Scenario 2: The customer never asked about the feature, so should you mention that you don’t have it?

This scenario has a two-part answer.

Answer 1: If the customer never mentioned directly or indirectly (explicit or implicit) the need for a feature, my answer would be “NO”, you don’t have to mention your product doesn’t have that specific feature. Why bring up an objection that means nothing to the buyer?  Doing so will only make the buyer wonder what else you don’t have and it can create a more difficult sales process. 

 

Also, some customers will seize on this weakness as a way of leveraging the salesperson to lower their price or make other concessions by ‘pretending’ it really was an important feature under consideration.  If this happens to you, it is the customer who is now being unethical.

Answer 2: If during the course of the conversation the customer either states or hints of the need for that specific feature, then “YES, it is your obligation to inform the prospect that you don’t have the feature. Not doing so would be unethical.

Scenario 3: If during the sales investigative process you realize, even though the customer doesn’t, that they could benefit from your ‘missing’ feature, should you then mention it to your customer?

My answer would be “NO” with a minor caveat.

 

First, it isn’t your responsibility to educate your client on what ‘they’ need, especially if your product falls a little short.  Remember, you’re a salesperson at this point, not a consultant. You’re paid by your company to sell, not to divulge information that could hurt your company.  Informing the customer and undermining your sales may get you brownie points with the now not-so-potential client, but will kill your sales revenue.

Now, for the minor caveat. If you’re looking to establish a long term relationship with this customer because: a) you’re selling them other products/services or b) you want to build credibility, then I would say the answer should be “YES” when it comes to disclosure.  By telling a customer that they need a specific feature without them ever asking for it, and knowing you don't have it, MAY (emphasis added) give you long-term credibility.  But like beauty, appreciation is in the eye of the beholder.  Being forthcoming and upfront won’t always guarantee you an ‘at-a-boy’ or the future business, but it could position you as a company confidant; person to be trusted.  This positioning could be more lucrative in the long run and may be worth sacrificing a minor sale.

In summary, your fiduciary duty is first to yourself, then your company and finally the customer. I put YOU first because you must first insure that you are not compromising your personal ethics neither for your company nor your customer.  Remember, at the end of the day when the deal is done, you’re still stuck with yourself.

 

Walt Disney said, "Decisions are easy when your ethics are clear."  My hope here was to help you define and refine your ethics so your decisions in the future when confronted with the opening question, to tell or not to tell, will be easier for you.

 

Good luck.  Victor Antonio G.

 

Victor Antonio G., leadership & business motivational speaker and author of the upcoming book, “The LOGIC of Sales Success”.   For more information on Sales Training or Keynote, please contact Victor.


Copyright © 2004 by Victor Antonio G. All rights reserved. This article MAY be reproduced in any form or by any means, electronic or mechanical, including photocopying, as long as the author’s name, website and email address are included as part of the article’s body.  All inquiries, including information on electronic licensing, should be directed to Victor Antonio G.

 

                                             

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology


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Victor Antonio G.,  Sales Influence   All Rights Reserved 2002-2009,

A business motivational keynote speaker for events and conventions 

Travels from: Atlanta, Georgia   info@SalesInfluence.com

For booking information call: (678) 895-6068

11770 Haynes Bridge Road, Suite 205-501  Alpharetta, GA 30004