Sandler Rule #16
The Ethics of Selling to Customers’ Needs
In the ethical selling model, it’s emphasized that selling something unnecessary is unethical, wasting both the customer’s time and potential future business relationships. Conversely, failing to sell something essential to a customer is also deemed unethical as it deprives them of a solution to their needs.
This principle underscores the importance of identifying ideal clients who genuinely require the products or services offered.
Selling what’s needed is ethical, avoiding both unnecessary sales and neglecting essential ones. This model prioritizes identifying ideal clients who genuinely require products or services.
Cold prospecting is encouraged to find those who stand to benefit. Following a systematic sales process reduces the risk of selling unnecessary items. Qualification early in the process ensures pursuing only suitable prospects.
Embracing this model aligns with organizational values, fostering positive impacts on client environments. Implementing this rule enhances ethical approach and effectiveness within sales teams, contributing to long-term success and client satisfaction.
Discuss this rule with your sales team and think about how you can apply it in your sales process. Find the book, How To Sell To The Modern Buyer, at Amazon or shop.sandler.com and subscribe to our channel, Sandler Worldwide, for the rest of the Sandler Rules!
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