The Golden Rule...Rules!

Happy Monday!

 

Hey, what happened to Saturday and Sunday Daily Crumbs?

 

I measured, monitored and managed my results.  Mon - Fri my open rate is over 88% - industry leading metrics!  Thank you!

 

Sat - Sun...not so much.

 

Hey, 7 days of Brandon is even more than my wife, Natalie can take sometimes!  If you miss me you can email me...as 100's of people will attest...I actually answer them!!!

 

Back to business...I am still the Mad Scientist putting together the perfect sales person.  We have looked at matters of the heart and the mind.  Next, I want to focus on how the best in the business treat people...their clients...simply,

 

The Golden Rule...Rules!

 

"Treat thy neighbor as thyself."

 

"Do unto others as you would have them do unto you."

 

"It's about the mission...not the commission."

 

The Golden Rule is about ethics.  The moral compass that will guide how you engage the people you interact with.  Much of the negative perception of sales is due to an absence of ethics.  It is about character and connection. 

 

Let's review my top 5.  While there is only 5, they are twice as important;

 

Integrity - One of the definitions of integrity says, "Steadfast adherence to a strict moral or ethical code".  Do you have a code of conduct beyond the one company made you sign?  There are so many levels of integrity but here are the ones the best sales people exhibit without fail; 

 

The integrity of the product - Will it do everything you say it will do? If not, do you embellish to cover the weak spots or omit facts all together...that is why there is Errors and Omissions insurance. You should never have a claim!

 

The integrity of the process - Cutting corners to get the sale done is not the way to build a solid reputation and career in sales.  Warren Buffet says, "It takes 20 years to build a good reputation, and 5 minutes to ruin it.  If you think about that, you will do things differently".

 

The integrity of how to treat people - How do you treat people who can buy?  Thought so.  What about those that you find out in the first 5 minutes, they can't buy?  You can tell a lot about how successful someone will be by how they help someone who is not in a position to help them.

 

Service Mindset - Ultimately, selling is service.  It is not a "customer is always right" cowering down to get a sales through patronizing head nodding.  It is about positioning yourself as the advocate for the client.  Doing things that are in their best interest and honestly meeting their needs/desires in a spirit of excellence, professionalism and service.

 

Sincerity- Have you ever talked to a sales person that was not sincere?  What does that look like?  Sound like? The best sales people are authentic.  They are not acting, putting on a sales "mask" or a masquerade.  The passion for their product and the selling profession are contagious and cut through client skepticism to create an atmosphere of receptivity.   

 

Conscientious - The top achievers in sales have a high level of accountability for the outcome of a successful sale.  When things don't go quite right, they do not engage in a blame game, but immediately begin seeking solutions and resolutions.  They care about the customer and want what they sold to be what is delivered.  They stay in contact with their client throughout the process, and beyond, because they are vested.

 

Caring - What makes you do more than you are paid to do?  What makes you a stakeholder and not just a placeholder?  The Power of Caring.  Caring embeds "pure" motive into your actions.  You don't have to be cajoled, convinced, or coerced. 

 

If you care, you will call the client back. 

If you care, you will prepare before the sales call. 

if you care about their situation, you will do all you can to help them.  

 

It is the most overused sales cliché known to man...but darn it...it is true! 

 

"Nobody cares how much you know, until they know how much you care."

Teddy Roosevelt 

 

Remember Eddie Haskell from "Leave It To Beaver"?

 

He was slick. 

 

In front of June and Ward Cleaver, he was the model citizen.  Polite, well-mannered and courteous.  The moment they would leave the room...

 

"Shut up squirt!"

 

I know that people can fake these qualities and pretend to be ethical...but not for long.  The parents were never fooled. There is an expression...

 

"Game recognizes game".

 

I know what my ethics and my character are.  That should give me a divining rod of discernment to know the "wolves in sheep's clothing".  I can hear it in their voice when they say authentically and proudly...

 

"I am in sales, because I love helping people."  That let's me know that in their lives...

 

The Golden Rule...Rules!

 

Until tomorrow, I wish you Money, Power, Success!

 

Next Time: Two Ears...One Mouth - Check!