Some articles have crossed my desk over the past few days that bemoaned the poor reputation members of the sales profession suffer. The fact of the matter is that many salespeople earn that reputation by being pushy and aggressive; by failing to listen to their prospects and customers; by pushing their own agendas rather than working to achieve good outcomes for their clients and customers; by acting unscrupulously; by promising more than they can reasonably hope to deliver; and by veering from the truth.

But not all salespeople deserve that reputation because they know a better way of selling. They build relationships that are mutually beneficial. They practice common courtesies. They ask questions about their prospects' wants and needs and really listen to their answers. They propose solutions that will deliver the results their customers want. They maintain their integrity. They under promise and over deliver. And they tell the truth.

Telling the truth means more than just not lying. It means telling the whole story without omitting relevant details. It means doing what you say you'll do when you say you'll do it. It means being up front and renegotiating terms as soon as it becomes apparent that a deadline will be missed. It means you're reliable and trustworthy.

Say what you mean and mean what you say.

Happy selling!

Pat Hassett