1 SELLING IT RIGHT! Getting Results with Integrity Michelle Correia-Templin

5 CONTENTS INTRODUCTION . . . . . 7 REMEMBER THAT CHARACTER COUNTS . . . . . 11 TURN TEMPTATIONS INTO TRUST . . . . . 17 EXPECT ETHICAL DILEMMAS . . . . .  21 DO YOUR HOMEWORK . . . . .  25 COMMUNICATE EFFECTIVELY . . . . . 29   HAVE THE COURAGE TO QUESTION . . . . . 37 LISTEN SO YOU CAN LEARN . . . . . 43 DON”T MANIPULATE, NEGOTIATE! . . . . . 47   GET ON THE SAME SIDE OF THE TABLE . . . . . 57

6 GET OFF THE ROLLER COASTER . . . . . 63 SELL TO A DIVERSE CUSTOMER BASE . . . . . 67 GIVE AND GET YOUR MONEY’S WORTH . . . . . 73 SELL WITH ETHICS IN AN UNETHICAL WORLD . . . . . 79 MASTER THE SECRETS OF SUCCESS . . . . . 85 A CLOSING STORY . . . . . 95

7 INTRODUCTION “Our organization espouses the highest ethical standards” but … “Sometimes I need to do whatever it takes to get the sale!” You are a salesperson! Your department is the heartbeat of your business, and your work is criti- cal to your organization’s success.   You want to succeed and feel good about what you do, and your organi- zation is counting on you “to deliver.” As a result, there may be times when you find yourself torn between what seem to be two contradictory goals: selling as much as possible versus doing the right and noble thing.   Sound familiar? If so, this book is for YOU!

8 With corporate scandals on the cover of almost every newspaper and trade journal, it’s not surprising that so many organizations have intro- duced extensive ethics training and integrated sound, fundamental values throughout the workplace. However, there still is confusion (and some skepticism) when it comes to promoting an ethical culture within the sales group. And much of that confusion rests in the minds of salespeople, themselves. The fact is, far too many people in sales fail to understand the nature and essence of their own profession. They see it as a bounty to acquire rather than a process to follow … an end unto it  self rather than a means to a lar- ger end. Ergo, the all-too-common misconception that “sale”s and” ethics” are mutually exclusive concepts. In reality, however, nothing could be fur- ther from the truth. Meeting sales goals and operating with integrity are NOT “either/or” propositions – they’re complimentary ones. And that’s GREAT news for all of us! You know, targets, goals, and quotas will always be components of our business – and much of the time, they’re not of our own choosing. Whatis our choice, however, is how we approach those goals … how we meet them. And it’s absolutely critical that we chose the very best means to ac- complish the ends we seek. To those who wonder how they can improve their sales results and overall job satisfaction, I say READ ON! The pages that follow will provide clarity and guidance – perhaps reinforcing what, deep down, you’ve felt all along.

9 Throughout this work, you’ll be exposed to what may be a new way of thinking about your sales career … a   new definition for salesmanship. Ap- ply what you read, and you’ll never have to choose between a profitable selling career and a noble, ethical one. You can have both. You should have both. You WILL have both by …                          Selling It Right!

10 A person of character takes as much trouble to discover what is right as the lesser man takes to discover what will pay. ~ Confucius