Selling With Integrity

By Sharon Drew Morgen - Currently, sales models have a product sale as an outcome. Thats the definition of sales. We like to tell ourselves that by ensuring buyers get their needs met with a great solution (ours, of course) and service (ours, again) that we are selling with integrity. And yet we are only doing a fraction of what needs to get done to help buyers achieve excellence. Merely placing product is not enough.

Buyers need to manage a whole range of internal systems elements before they can bring in a new solution. Just like a car purchase isnt merely about the car its also about the lifestyle, the loan agreement, the garage, the family situation, the monthly payments, what to do with the old car so a product purchase isnt merely about the need.

Sellers can add a new capability to their current skill set by leading buyers through their buying decisions before discussing solution. Facilitative Questions like What has stopped you from achieving the results you deserve? and How would your management team know when it was time to begin having regular communications in order to ensure a painless handover? These questions to not pull data from the buyer, but instead point buyers to their own criteria to help them think through their choices. Its a true servant leader approach: and its selling with integrity.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

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• selling
• integrity
• sharon drew morgen
• facilitative questions
• sellers
• purchase
• needs