Sales Ethics-To Tell or Not To Tell
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?”
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.
order to answer this question fully, let’s take some scenarios:
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.
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.
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.
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