In our blogs, we often discuss tips, tricks, and inspiration that can help you successfully complete your sales processes. However, there is also a somewhat more idealistic side to sales that we haven't often discussed yet.
In addition, namely: what you should never (want to) sell. Vision and leadership are required of a sales manager.
Moreover, part of that leadership is managing your team in an ethically responsible manner of selling. Acting with respect for your customer, for example, which will ultimately result in better performance. We have listed a number of examples for you.
Never sell something you don't believe in
Furthermore, whether you are a sales manager or one of the salespeople on the team, the only way to tell your story convincingly is if you truly believe in it. In other roles, you might be able to mask your true feelings, but in sales, of course, you cannot.
Moreover, without passion and genuine enthusiasm for the product or service you have to offer, you absolutely cannot become a successful salesperson or sales organization.
In short, if you don't believe in the product or service you want to sell, it might be time to consider a different job or proposition.
Never sell yourself short
That’s why you know them. Customers who really see you as a supplier, who show hardly any respect for you and your company's efforts, and who constantly want to get the best deal for the lowest price.
As a result, unfortunately, it happens too often (especially in business services) that clients behave quite authoritatively towards their suppliers. This is primarily based on the perception that you, as a supplier, need them more than they need you.
Next, do not go along with it! Never shortchange yourself and do not allow yourself and your organization to be treated disrespectfully.
I would rather have no customer at all than a customer who is unwilling to invest in the relationship. After all, that ultimately costs you, as well as the rest of your organization, more energy and motivation than it yields.
In the land of the blind, the one-eyed man is king
When you are active in a complex field and therefore offer solutions to problems your client knows little about, there is a risk that you will deliver suboptimal solutions for your client. 'They won't get it anyway' is a frequently heard argument.
“In the land of the blind, the one-eyed man is king.”
In short, if all companies in your market handle it in that way, you are to blame for your market being ruined. In search engine marketing, for example, this has been a concrete problem in the past.
For example, specialist consultancy firms were viewed with suspicion by clients because of the many 'cowboys' who had put suboptimal offers on the market.
Never sell more than necessary
After all, somewhat in line with the previous point, it is also always important not to exploit your customer's ignorance. Sell your customer the solution they need, but nothing more. Do not try to sell them services or products they do not need.
Moreover, honesty always pays off in the long run. In the long run, it always comes back to light, and you leave your customer with a bad taste in their mouth. That could cost you the customer.
Incidentally, never sell less than necessary. Opposite to the intention of not selling more to your customer than necessary is the principle that you must, above all, not sell less than necessary.
For example, it is tempting, if the customer is hesitant about your offer or your price, to cut back on your offer and then offer that offer at a lower price.
On top of that, buying cheap is expensive in the long run. If you sell less than your customer needs, the result will not be satisfactory, and you run the risk of the customer walking away.