Most people I come across in my work are terrific people, with values such as integrity and truthfulness high up in their list of priorities.
Which is awesome, because it’s great to deal, and work, with people who have the same values as we do.
But the more people I meet, the more it seems that the higher on the scale of integrity someone is, the more conflicted their relationship with selling – and as a consequence, the lower their success rate in terms of signing on clients.
I call that the ‘good egg-problem’, where high integrity is correlated with low sales results.
But listen: if you live by your values, then logically the work that you do is good, is worth the money, and is something that people ought to buy, right?
They buy, you serve, and that’s how you make your money. Right?
Then why not take the sting out of ‘selling’, and let your values guide you?
As in: if integrity matters to you, and you want to do right by people, then helping someone make a decision is doing right by people – and selling really is nothing more than assisting and facilitating a decision-making process.
Besides, you’re not going to force anyone into buying anyway, because integrity says we don’t do things like that.
So when selling, you’re there to have a conversation, about a choice the other person is considering.
You help them get clarity, identify desire, discuss doubts and objections, and figure out if your thing is right for them, at this moment.
And, since integrity is central to your life, you graciously accept yes or no, depending on what’s right for that other person.
Solving the ‘good-egg problem’ means that the only outcome that you’re attached to, is for your buyer to make the right decision.
That’s the essence, the core of Sales for Nice People.
And this here is the book on Sales for Nice People.