Selling Through Personal Integrity

The Highest Ethical Standards Approach for Success – Final Post

With consumer confidence hanging precariously in the balance these days, the slightest misstep by a salesperson can cause the “scales of trust” to tip away from making a sale— and rightfully so.

(Paragraph excerpted from Selling Through Personal Integrity, Frugal Speaker blog post, April 27, 2009, by Kenton W. Davis.)

Malcolm Gladwell, bestselling author of The Tipping Point, defines the title of this work as (the moment when) "the levels at which the momentum for change becomes unstoppable". And now for the billion dollar question: Have the ever-increasing levels of immoral business practices finally pushed today’s consumer past the trust tipping point?

In the event that you’re one of the salespeople out there still pondering the answer to this question— not yet quite convinced that your future selling success will require a more ethical and transparent approach— your time would probably be better spent polishing your resume or planning your retirement party rather than reading the rest of this post.

As for the true sales professionals following this blog, those whom understand the cynicism expressed by today’s consumer toward salespeople is completely justified, those willing to take the necessary steps to ensure that they build a strong foundation of trust with their customers, and those willing to develop the right philosophy, provide total disclosure, and be an expert— your continued success in the future is virtually guaranteed.

Finally, let’s remember this: When a customer decides to buy from you they are in fact saying “I trust you”, and their trust is not something that should be taken lightly. Although the public has been inundated daily with negative news of fraud, schemes, and scams, making it much more difficult to earn the trust of the consumer, in that moment of decision— when the scales must tip one way or another and a sale is made or lost— it is you that will make the difference.

We will not be able to legislate our way back into “good standing” with the consumer. There is only one way to get there from here. The answer to renewing confidence and rebuilding consumer trust is to be absolutely certain that we are selling through personal integrity and applying nothing short of the highest ethical standards approach for success in every interaction with our customers.

Do it because it is the right thing to do!