Integrity at Any Cost

Marketing

Integrity at Any Cost
by Tim Connor



The sales profession today needs people with integrity, honesty, and the ability to develop trusting relationships with customers, support staff, suppliers and management.

Let's look at an example, and you tell me whether integrity rules in this scenario.

Randy, a salesperson for the ABC company, meets with a prospect. The prospect, Barbara, asks if Randy's product or service will satisfy their basic problem, which is higher than necessary product costs. Randy affirms that, yes, his product will solve their problem. After discussing all of the features and benefits, Randy quotes a price for their service.

At this point, Barbara says that she does not have enough money in her budget for this service, even though she needs it to reduce costs. She understands that she needs it and that his product will solve her problem. She just doesn't have the money. Randy's response is to recommend a lesser version of the product that she can afford and says it will work just as well. (It really won't satisfy all of her concerns or needs, but he wants the sale, and justifies that taking the lesser version is better than doing nothing.) She is concerned that by going to a lesser version she will be sacrificing the ability to totally satisfy her need or problem. Randy assures her it will work, that this version only lacks a few of the bells and whistles of the original recommendation, and that she will lose nothing of real importance. He closes the sale.

What do you think?

Are there are degrees of integrity? Is it OK from time to time to tell just a little "white lie" that doesn't do major harm to the relationship? If it is OK to tell little white ones, when or under what circumstances is it acceptable? Ethics today is a major issue for many people, including customers, vendors and prospects. What are your standards? Do you stick to the truth, no matter how hard it might hurt you now or later?

Misrepresentation, shading the truth, little white fibs, or outright lies can never help you in your career or with a client relationship. In my opinion, truth, although it might lose a sale, is always the best policy. I love one of Will Rogers' quotes. He said, "When you tell the truth, you never have to remember what you said."

Truth at all costs? Is it a matter of personal perspective? Everyone, sooner or later, in an attempt to protect themselves or another person from pain, disappointment or to avoid conflict, will lie. However, when you do you set the relationship up for failure.


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Tim Connor, CSP, is a professional speaker and expert in the fields of management, sales, team building, and customer service. He's the author of 19 books and can be reached at 704-895-1230, speaker@bellsouth.net or www.timconnor.com.