Wild Card

[Video] Sales Integrity is Being Willing to NOT Sell Something



Would you dare to walk away from a sales opportunity? I'm talking about one that's a big deal. It could help you meet your quota -- or better yet, earn a nice bonus. Or maybe it's one from a big-name company that, if you had it on your client list, would give you tons of credibility. Even thinking about walking away is tough for most sellers -- especially after how hard we work for a living. But, let me just say that there are times when it makes all the sense in the world.

The first time I did it, was at the end of the year. It was the deal that would get me to our President's Club. But, I also knew that the prospect would be making a bad decision. They didn't want to spend over $10,000 -- but they needed a system that cost twice as much. I knew that if they got the lower-priced model, they'd hate me -- and it, within months. I walked. It was tough.

I also walked once in the middle of a consulting project. My client wasn't doing their part. Because of this, we couldn't have a successful outcome-- and continuing to pay me to work on it made no sense. So had a serious conversation with them, wrapped up a few loose ends and then walked.

Again, it was tough. But it was the right thing to do for everyone concerned. Being willing to NOT sell something is a matter of integrity. Don't sacrifice short-term gains for long-term success. Today's customer wants to deal with credible people who'll tell them the truth. And, that's a fact. Sales Integrity is Being Willing to NOT Sell Something

Question: How do you display integrity in sales?

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After a successful career in the sales world, writing five books, and speaking internationally, Jill is now tackling an even bigger challenge. She's focused on bringing the "millions in the middle" together to solve some of the biggest issues facing our country and the world. Jill truly believes so much more is possible if we can work together.