In a competitive and tough selling environment the sales person’s personal ethics and ethical sense comes into play more and more.
You must have your own deeply embedded code of ethics to maintain customers for a long period of time and also to build and maintain trust with your customers.
A sales person’s own ethical sense must therefore extend beyond the current legal definition of what is right or wrong.
It must be their own code of ethics that extends beyond the letter of the country they work in laws.
Your ethical sense should tell you if you are going to do something unethical, it should be an uneasiness in your body and soul that tells you “This isn’t right!”.
Now don’t get me wrong, every day when selling you are faced with ethical dilemmas.
You are faced with your own choices, the choices you have on behalf of the company and also the choices you have on behalf of all your customers.
Selling and sales can be sometimes an issue of who you are rather than how much you know.
Knowing who you are ethically, how to act ethically and constantly building on it can bring more long term sales than making an unethical short term sales decisions that classes you as untrustworthy amongst your customers and your colleagues.
You should do the right thing, as it is the right thing to do and this in turn builds loyalty amongst your customers no matter if they are a big or small customer.
Now building your ethical sense takes time.
It also it ends up being a big part of who you are over time and you have to keep on working on it.
I find and deal with ethical challenges day to day.
It involves every process of sales from driving your car correctly and safe, to providing your customers and colleagues correct information daily, weekly and monthly.
Also down to putting in a hard day’s work for the company you work for.
Every day you have a decision to act ethically and use your ethical sense.
Your personal values are the foundation of your attitude and in turn this influences your behavior and when all these align ethically you have a wonderful tool that will drive long term sales.
So keep on working on it and make the right decisions for yourself, your company and your customers.
This may mean too you may not be working for the company you are now while reading this as their ethical values maybe different to yours, but rest assured if you use your ethical sense all day everyday you will be able to sleep well at night and know you have made the right decisions to get where you are today.
Be ethical, educated and sell well!
This is Part 6 in the Ethics in Sales series.
Head to Part 7 here, Sales Managers Influence
If you have come here first you can start the series Ethics in Sales here, What is Ethics in Sales