Operating Out of Obligation vs. Integrity
Every once in a while someone I know well will expect me to purchase from them. When able, I oblige. However, should the expectation put me in an awkward situation, I pause to find the diplomatic wording to explain the “why” it will not be possible. Integrity affects everything we do and it is at the core of our personal brand. How we operate on a day-to-day basis with friends and colleagues provides an underlying marketing message of whether or not people can trust us. And unarguably, this certainly affects business development and sales.
On the occasion friends expect we buy from them and their friends, we need to find the right words to put a new perspective on the matter. Just recently, I used the phrase, “It would be a lose-lose situation because…”
All sales should be based on a win-win, so the phrase, lose-lose, caught his attention. Valid points were made and there was no possible come-back for him to save the proposition. I believe fairness and doing the right thing need to enter into both the purchase and selling sides of all agreements.
Operating with integrity will serve your business development and career enhancing activities. In turn, integrity leads to an improved career and increased sales. Being of the mindset to operate in this manner will lead to repeat business, referrals and testimonials. And you will enjoy the Smooth Sale!
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
