Responsible Selling = Better Results

One of the first things that a new salesperson learns about is overcoming objections. You've got to overcome objections to make the sale. You've got to get the sale to make quota.

Salespeople are given conflicting commands. Sell what the customer needs. Make sure it's win-win AND make sure you make your quota this week.


This dichotomy leads to interesting skills being used. It also leads to people having a low opinion of salespeople. Why is it that in an economy with rising unemployment levels, employers can't find salespeople? Why is it that suggesting a career in sales to a college graduate is tantamount to asking him to flip burgers? Why is there such a low perception of what we do?


Those of us in the sales profession have a responsibility to enhance the reputation of our profession. As employers, if we offer poor pay packages, if we hire everyone who walks through the door and expect them to sink or swim or if we fail to be respectful of the people who work for us, we are helping to perpetuate certain stereotypes of the selling profession. If we expect results but turn our backs on how they are acheived, we set ourselves up to succeed in the short term but fail in the long term.


On the flip side, as salespeople we have a responsibility to use the best skills possible at all times. It means not being so pushy that people buy to get rid of you. (they only call in to the office to cancel,  anyway) It means we don't manipulate people into making purchasing decisions.


It does mean, however, that we are always respectful of the people we do business with. It means that we are always looking for ways to develop ourselves as professional salespeople - reading industry publications, taking classes, actively looking to improve our skills.


It means if someone wants information in writing, we give it to them. Even if we think it's a blow off. Nothing says shady faster than not being willing to write it down. If you don't think a written material fully expresses your offer and its benefits - work to revise it!


Don't stalk people with your phone calls. Be respectful of their wishes. If they ask you to call back in a month, don't call back in a week unless you have new and useful information for them. If you're calling because you have no-one else to call, do more prospecting. Expand you list of contacts.


Training people in strong interpersonal skills coupled with a good work ethic tied together with an employer who treats employee with respect and dignity goes a long way towards resolving some of the conflicts that are perceived to be inherent in a sales career.