And now, please return to “reader” and reality
In the previous post, cleverly disguised in the storyline of a self-proclaimed “fun-to-read” allegory (okay, so maybe “cleverly disguised” is a little bit over the top), I audaciously suggested that in some cases, a salesperson may, in fact, be morally responsible for failing to make the sale—a provocative concept that may be initially difficult to get one’s head around.
To comically illustrate my point, I placed you “the reader” into the role of an insurance salesperson who “didn’t want to pressure him” (your customer) into buying a policy, only to read about his freakishly untimely demise in the newspaper a few days later. Knowing that his wife and children would soon be headed down the road toward financial ruin, a “tinge of discomfort” came over you—a subtle indication that maybe, just maybe, you felt a little bit responsible for not making the sale when you had the chance.
Now, all kidding aside, professional selling is serious business. Strip the humorous bits out of the story (Skylab, idiot-proof multiple choice question, etc.) and you’re left with something that reads more like a Greek tragedy than a comedy. The sad reality is that this sort of thing really does happen.
Too often, sales are missed, that could have—and should have—been made. Missed, not because the customer didn’t have a genuine need for the product or service that was being presented, not because the customer “couldn’t afford it”, “wanted to think about it”, or “(fill in the blank)”, but missed for the simple reason that the salesperson lacked the inherent skills, knowledge, passion, or professionalism to properly compel the customer to take immediate action.
Ethical checkpoint
Let’s see if you agree in principle with the following statement:
To a greater or lesser degree—depending upon what it is that you’re selling—failing to make the sale could adversely affect your prospect.
Make sense? If you’re silently nodding you head in agreement, then you probably also agree in principle with the general premise of this article—that you may have an ethical responsibility to make the sale!
Okay, so let’s keep things in perspective. (I don’t want anyone looking for the highest ledge to climb out onto the next time they miss a sale...) Regardless of how skilled, knowledgeable, passionate, or professional you may already be, you’re certainly not going to make every sale. It’s just not possible. So relax. I am not implying that missing a sale here or there somehow makes you a no-good-horrible-unethical salesperson. However, I am suggesting this:
If you approach a prospect knowingly lacking in skill, knowledge, passion, or professionalism—just sort of “winging it” to make the sale—then that, my friend, is unethical.
Unfortunately, when a salesperson’s message falls short of the mark, leaving an otherwise makeable sale undone, the customer is left “at risk” in the future. Whether left “unprotected” (i.e., without insurance, a college fund for their children, a safer automobile, etc.), financially “exposed” (i.e., facing higher prices, expiring incentives, less attractive financing options, etc.), or otherwise “compromised” (i.e., their business is less competitive without the product or service, etc.), it is the customer that is most adversely affected when the sale is missed.
So where do we go from here? How can we fulfill the ethical responsibility we may have to “make the sale”, do it “without pressuring the customer”, and still avoid having to be “talked off the ledge” the next time we miss a sale?
To be continued…
