Ethics in Business: The Negative Reaction About Salesman

Tell most people that you are in sales and watch their reaction. Their experiences with high pressure, poor service and poor quality have conditioned them to believe the worst when they hear this word – salesman.

This visceral reaction might be why many involved in sales now call themselves business development representatives. Yet, after talking to them, you know that what is, is. They are in sales.

So why this extreme negative reaction? If we look to the past, we may remember the used car salesman or the high-pressure salesperson that we encountered during our work experience. Our negative reaction has more to do with their ethics and values than their selling skills.

What most of these salespeople have in common is a lack of ethics. Without clearly communicated ethics and core values, theses salespersons will do almost anything to secure the order. Their beliefs and attitudes were once the sales were made, go on to the next sale or sucker.

Today’s marketplace is different. Buyers are far more intelligent and have easier access to researching potential products and services. To differentiate yourself demands that you construct your own values statement or business ethics statement. These values or ethics are non-negotiable behaviors that you will consistently demonstrate in all interactions.

Maybe, it is time to use a core values statements to disqualify potential clients so that you can secure clients who will truly benefit from your products or services. When we as sales people take any order just to make a sale, we may be compromising our own core values and ultimately end up with a dissatisfied client. Remember, that dissatisfied clients share their unhappiness with more people than satisfied clients do.

If you are a salesperson and do not have a written values statement for yourself, take the time right now to construct one right now. For you and more importantly your demonstrated ethics are the change in the world.

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Leanne Hoagland-Smith, M.S. is a speaker and national business coach who has written hundreds of articles with a focus on leveraging human capital for transformational change by developing results driven leadership in people, teams and organizations.

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Tags: ethical, salesperson, product, career, company