Never Sacrifice Value

December 1st, 2009

All salespeople should strive to understand the value that their product or service provides and ethically provide it to their clients. Unfortunately, the stereotype of salespeople exists because there are salespeople who use underhanded techniques to convince people to make a purchase. This sacrifices not only what value the product or service has to offer, but also their role as a salesperson. Certainly, a salesperson’s job is to sell, but beyond that, they are building a reputation for themselves and their company. In most cases the salesperson is the first face of the company presented to potential clients. It is our responsibility to interact in a way that allows us to sell, but also build a favorable perspective of ourselves, our company, and its product or service.

Value is a very important concept for salespeople to keep in mind. What they are selling has some value. Ideally, it’s solving a problem or providing a benefit to a client. Salespeople have value if they interact ethically. A salesperson that can be trusted is a valuable advisor. They are experts at what they sell, they know the client’s individual situation, and they are in a position to envision how their product or service can be implemented to help. If product and salesperson value exist in a company, then it’s reputation brings value. People know who they are dealing with and have faith that the reputation will carry through their interactions. Value leads to trust.

Never sacrifice value. Any sales technique can invariably be used in an underhanded way. Resist the temptation. It’s akin to cheating. Salespeople that cheat clients and prospects are those without the skills and vision to honestly do their job. They are unethical because they are inept. Never let yourself drop to that level. If you never sacrifice value, your perceived worth will go up, and you and your company will grow because of the increased stock people have in your product or service and the reputation that backs it.
© Sandler Systems, Inc. All rights reserved.

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