Honesty Pays Off!

posted: Friday, March 20, 2009

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We have spent a good deal of time over the last few months discussing the effects the economy is having on sales. I do not want to continue to dwell on it but I do believe there are great lessons we can learn from the situation that we are all facing in one way or another. Numerous factors have led to the situation of which we find ourselves. I certainly will not pretend that I understand all of them; however, I do know some, especially as it relates to the field of sales.

One word keeps popping into my head as I see people lose their homes, file for bankruptcy, and lose everything they have worked a lifetime to achieve. That word is honesty! You may be asking what does any of this have to do with the field of sales?

I will answer that question with a story. Some people I know refinanced their home four years ago and at the time were very happy with the service they received as well as the result. For two years, they lived in the house happily making the payments. Then one day they found out their mortgage was an adjustable rate and their monthly payment was going up $400.00. Long story, short, they could not afford it and after two years of fighting, they eventually lost their home.

The point is simple; our customers depend on salespeople for their expertise and to guide them in the right direction not only in the best of times, but at all times. I believe that the best salespeople are not only interested in selling, but they also care about their customers and their well-being. Looking back on it, these people could not afford the mortgage they were in and while they would admit they should have done their homework, the person who sold them the mortgage I believe had an obligation to tell them exactly what they were signing.

Of course, all salespeople should always strive to make the most sales as possible but I believe that a satisfied customer is even more important. Being honest with a customer today may cost you a sale now, but your reputation for caring about his/her customers will pay off more than you can imagine. Honesty does pay off!

FINAO - Brad Huisken - IAS Training

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