Ari Galper is one of the people I respect most in the world of sales. I’ve rarely seen anyone address the conversation about integrity in selling more directly and head on and . . . with more integrity. Here’s a great article from him about sales.
7 Ways to Sell and Retain Your Integrity
by Ari Galper, Founder, Unlock The Game™
Making more sales while retaining your integrity — is it possible to do both?
Based on e-mails I continue to receive daily, the answer is a resounding “yes.” People are telling me that they have expanded their view of “selling” and experienced better sales results after adopting the Unlock The Game™ mindset.
Eliminating traditional sales thinking and tactics does take effort, though, because the messages of the sales “gurus” you’ve read over the years can continue to bubble up in your mind, especially when you’re in the sales process.
Despite your good-hearted intentions of helping others with your service or product, do these traditional “sales tips” still pop up in your mind?
- Focus on “closing” the sale and it will happen
- When you feel rejected, brush it off and get ready for more
- If a potential client says “no,” it’s your job to turn it into a “yes”
- When a potential client challenges your product or service, just sell harder
These ideas reinforce the traditional sales message that your only focus should be on pursuing the end goal of making the “sale,” regardless of the personal toll it might take on you and your potential client.
It is possible to sell without compromising your integrity. Here are seven suggestions:
- Focus on the getting to the “truth” of your potential client’s situation. You may or may not be a fit for each other, so focusing on the end goal of making the sale only derails the trust-building process. Without trust, you compromise integrity.
- Eliminate rejection once and for all by setting realistic expectations and avoiding traditional sales behaviors such as defensiveness, persuasion, and over-confidence. If you’re not trying to sell, you can’t be rejected.
- Stop “chasing” potential clients who have no intention of buying. How can you do this? Shift your mindset and boost your truth-seeking skills so that you can quickly, yet graciously, discern whether the two of you are a potential “fit” or not.
- Avoid calling people “prospects” or even thinking about them that way. People are people, and when you label them in your language or your thoughts, you dehumanize them and the sales process. “Prospect” reinforces the notion that sales is only a “numbers game.” Train yourself to think about “potential clients” instead.
- Take the “cold” out of your cold calling. Don’t start with “Hi, my name is… I’m with… We do…”. When you begin a conversation by making it about you, instead of about the other person, you immediately cut off the possibility of opening a dialogue. Try the more humble approach of asking “Maybe you can help me out for a second,” and keep in mind that you’re really calling to help them solve their problems.
- Don’t try to “overcome” objections. Instead, determine whether the objection is the client’s truth or not. Then you can decide whether to continue to open the conversation.
- Avoid using “I” or “We” in your e-mail communications to potential clients. These words indicate that the focus of your communication is on satisfying your needs rather than solving their problems. This sets the wrong tone for a potential relationship.
This recent e-mail from Pat, who has shifted to the Unlock The Game™ mindset, sums it up quite well:
“My sales have doubled for one simple yet powerful reason: my mindset has been expanded, giving me new skills that I never could have imagined. What’s happening is that potential clients now trust me at a deeper level than they ever have, and this has resulted in more sales and, even better, more referrals.”
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If you want more help figuring out a non-gross and non-awkward approach to selling then check out my Heart of Selling Interview with Mark Silver