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19 Apr 09 Integrity Selling: Why People fail to make a Sale?

Everyone around is a salesman yet selling is considered to be a very tough job, why? Actually, the problem is in the way we define selling. When we say selling or salesman, a figure starts forming in our mind, a picture of a person who is carrying a briefcase, donning a nicely ironed shirt and well-creased trousers, sporting a nearly perfect smile on the clean-shaved and well groomed look. So far so good, but this is not all. This image of a salesperson seldom produces any positive feeling in any of us. Almost all of us see a salesperson as a scrupulous person who is devoid of any sense of right and wrong, and as the person who is just concerned with making a sale, and has no regard for the buyer whatsoever.

Close your eyes for a while and think, will you like to do business with the person whom you do not trust? Will you put your hard earned dollars in the hands of a person whose intention is not to help you but just to take money out of your pocket? No, you will not do that! Then why do you expect your customer to behave differently, just because you are on the opposite side of the table? Well, no matter how many times you turn the table, and how many people you bring on the other side of the table, you cannot be successful in making a sustainable customer base.

There is only one golden rule of selling and that is honesty. Be honest and sell only the product your customer needs, not the product your company wants to push to every customer. This is what we call integrity selling. Integrity selling will not only build a reputation for you, but it will also give you a rock-solid foundation made of loyal customers to stand on.

Integrity selling is the only way to maintain a long sustainable base of customers. In order to be successful in applying integrity selling in your business, you genuinely need to believe in solving the customer’s problem. I am saying believing, not feigning to believe, as most sales people do. This is how you can build reputation for yourself and your business. Till the time you are concern with just meeting your target for the month or the quarter, you cannot succeed in winning the hearts of your consumer. You need to win a significant share of customers’ hearts to remain in the business for the long run. Integrity selling is indeed tough, but the return it fetches makes it worth trying. As said, integrity selling will build a long term reputation for you, and the more you practice it the more equity gets deposited to your reputation-bank, which in the long run will mean more business for you.

Let’s think over a very famous quote: you can cheat a few people for a long period of time, you can even cheat many people for a short period of time, but there is no way in which you can cheat everyone (or many people) for the longer period of time, it isn’t possible. If you are salesperson, always remember this and never ever try to sell lie. A lie can help you meet the immediate goal, but it will hurt you badly in the long run. It is always wise to fix your eyes on the long term results, short term results will never last.

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Tags: , , , , , , , Integrity Selling, , Loyal Customers, , Perfect Smile, , , Rock Solid Foundation, , , Sustainable Base, Tough Job, Trousers

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