SELLING YOUR WAY IN ?? Issue 27: Don't overlook character and values in your sales career

We don't talk enough about integrity and compassion in sales.

As sales professionals, we often focus on hitting targets, closing deals, and filling our pipeline. However, underlying all these goals should be a strong foundation of values that guide our actions and decisions - as individuals AND as teams.

In the past weeks, I've talked a lot about sales softskills and how they're the basis for ultimate sales success. But even before you start mastering the Art of Sales, you need the right structure. You need the right values.

Why Values Matter in Sales

At the heart of every successful salesperson is a set of core values that drive their behavior and interactions with prospects, clients, and colleagues.

Values are a compass. They'll guide you through the complexities of human behavior that lie in every business, but especially in the sales process.?

I know this doesn't sound as tangible as the quota you need to hit this quarter. But it's a game-changer in the long run.?

These are the core values I cherish the most in my work as a sales professional and sales leader:

Integrity

It's the most important value in sales. Integrity means being honest and transparent during every conversation and every deal, even when it may be easier to cut corners or just sell away without considering the prospect's best interest. But prioritizing integrity is the best way to build trust with your clients so you can foster long-lasting relationships based on mutual respect, trust, and transparency.

Empathy and/or Compassion

Understanding and making space for the feelings of others allows sales professionals to connect with clients on a deeper level. Put yourself in your client's shoes - or those of your colleagues or boss, for that matter. You'll grasp their needs and concerns more quickly, which will allow you to offer BETTER SOLUTIONS.?

Authenticity

Are you bringing your authentic self to work? Authenticity means speaking your truth even when it might not be what others want to hear.?

“Authenticity is the daily practice of letting go of who we think we’re supposed to be and embracing who we are.” - Brené Brown.

If these concepts feel too intangible for your daily work, I suggest you watch my most recent video on The Power of Selling with Integrity. I share two stories that have shaped my career and that remain close to my heart.

The bottom line here is that success is not just about hitting targets and closing deals; it's about doing so in a way that aligns with your values and principles.?

By prioritizing integrity, empathy, authenticity, and resilience, I believe sales professionals can build stronger relationships with their clients and achieve sustainable success in the long run.

I hope this resonates with you.

Until next week!