Oct 12, 2023
Join us as we unravel the perception of sales professionals and its impact on the buyer-seller relationship. In this episode, I am joined by Patrick Boucousis, a fellow sales trainer with a keen interest in ethical selling.
Together, we discuss the evolution of ethical selling and how it can revolutionise your business approach, by prioritising the buyer, nurturing meaningful relationships and implementing modern virtual selling techniques.
This episode is not just about selling, it's about building a code of conduct that fosters trust and sets a new standard of behaviour.
We shed light on how sales professionals can build their own code of conduct.
We underscore the significance of putting the buyer first and explore the obstacles self-interest can pose to trust-building.
The discussion extends to the structure of the code of conduct, emphasising the importance of simplicity and the freedom to interpret it individually.
We also highlight the importance of transparency and honesty in creating a more engaging buyer-seller relationship.
Disqualifying from unsuitable situations and understanding the buyer's desired outcomes can significantly enhance trust.
So tune in and learn how to improve sales techniques and value propositions.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Ethical Selling in Today's Sales Environment
(0:01:44) - Ethical Selling in Sales
(0:11:03) - Sales Code for Better Buyer-Seller Interaction
(0:17:28) - Trust and Ethical Selling in Business
(0:29:49) - Improving Sales Techniques and Value Propositions
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Ethical Selling in Today's Sales Environment (2 Minutes)
We discuss the negative perception of salespeople in the world and how it affects the buyer-seller relationship.. I'm delighted to be joined by Patrick Boucousis, a fellow sales trainer and someone with a strong interest in ethical selling. Let's get started and learn more about how to combat the negative perception of sales professionals.
(0:01:44) - Ethical Selling in Sales (9 Minutes)
We examine how salespeople can create trust in the buyer-seller relationship and build a code of conduct to demonstrate to buyers that they can expect a certain standard of behaviour. We address the negative perception of salespeople and how the Hippocratic Oath, the Nightingale Oath and the Oath of lawyers can provide an example for salespeople to create their own code of conduct. We explore how putting the buyer first is the best way to make a sale and how self-interest can impede trust building.
(0:11:03) - Sales Code for Better Buyer-Seller Interaction (6 Minutes)
We examine how sales professionals can create a code of conduct to build trust in the buyer-seller relationship. We look at how the code of conduct should be structured and how sellers should interact with buyers in order to build trust. We also discuss how the pressure of meeting quarterly goals can be counter-productive and how salespeople should prioritise buyers first. We explore how the code of conduct should be simple and should not be overly prescriptive, giving salespeople the freedom to interpret it in a way that works for them.
(0:17:28) - Trust and Ethical Selling in Business (12 Minutes)
We emphasise the importance of transparency and honesty when engaging with buyers. We examine how salespeople can create trust with buyers by disqualifying from situations that are not suitable and how this is advantageous for both parties. We also focus on understanding the outcomes that buyers are seeking and being aware of their personal circumstances. Lastly, we stress that buyers have the final say in what is considered to be a solution, and that salespeople should not presume to know what is best for them.
(0:29:49) - Improving Sales Techniques and Value Propositions (5 Minutes)
We examine how sales professionals can stay relevant to buyers. We discuss the importance of understanding and adhering to a code of conduct to be a trusted seller.
Follow Patrick
https://www.linkedin.com/in/value-selling-coach/
https://www.linkedin.com/groups/14275451/
https://www.thesalesnatural.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube