The newspaper headlines read, "Inquiry Sought into Sales Practices." Uh oh. Sounds guilty to me. But as is usually the case, the headline is worse than the story. Turns out that the problem stemmed from the fact that high cash incentives were offered for referrals that led to sales. Oh boy, better call out the sales police. What type of punishment should you get for that? The electric chair?
Sales incentives have been around since Eve offered an apple with the purchase of some fig leafs. There is a multi–billion dollar industry built around offering incentives for sales and referrals. Companies (like yours) are going to spend money to get customers. They either spend it on advertising or promotion.
Sales incentives are not the problem –– they're just the symptom. The problem is a real or perceived lack of personal or corporate ethics.
Ethics? Hey, it's a dog eat dog world out there. My competition plays dirty all the time. They steal my customers, they steal my employees. Wah. Wah. Wah. Wake up. The competition can't steal a customer or employee unless there's something wrong or lacking with you. Instead of blaming others, why not take a close look at yourself?
First, take the five part pre–sale IF challenge...
1. If you believe you are the best...
2. If you believe your company is the best...
3. If you believe your product is the best...
4. If you believe your service is the best...
5. If you'd feel secure in asking your grandmother to invest or buy...
Then you can recommend anyone to purchase or refer. If you failed to answer yes to the above minimum standards, you must make a plan to get to be the best, or get to a new place of business to build your career.
Second, use the 5–question acid test during the presentation...
1. Is this in the best long–term interest of the customer?
2. Is this in the best long–term interest of my company?
3. Is this in the best long–term interest of my career?
4. If I were the prospect, would I buy?
5. Is it something that would make my mother proud?
These 5 questions are at the heart of ethics in the selling process. They must be asked every time a sale is being proposed.
Third, there's an easy way measure the results of your ethics...
· Can you sell the customer again?
· Has the customer referred you another customer –– without being asked to do so?
Get proof of your ethics, get better, or get out.
I have said it so many times bubba, sell for the relationship NOT for the commission , why do we limit ourselves to one sale when we can have that customer forever , and he will sign with you , re-sign with you , refer you and I can tell you that nobody can sell your service better than you customers .
Think about it baby!
Remember that you don't get good at sales in a day , you get great at sales day by day.
Now go out and have a great sales day!
