Is Selling Unethical?

May 20th, 2009

I’ve noticed that the word “sell” can be a strongly negative trigger for many of us creative service-based business owners. It tends to conjure up visions of polyester, pressure and pushiness, all of which are just downright unattractive qualities.

But, the fact is, without a selling component, your promotional launches and your one-on-one “selling conversations” are going to fall flat. People won’t buy.

Besides being a bummer for your bank account, when people aren’t buying it means you’re not able to help them solve the problem they’re experiencing.

If you’re not selling, you’re not transforming lives.

How’s that for a reframe? And tell me, which seems more out of alignment with your values –

• Offering someone the chance to buy from/hire you and resolve their challenge?

OR

• Withholding your special brand of transformation because you’re worried they won’t like you?

It is entirely possible to engage in selling without being unethical or offensive. Here are 3 quick ideas to help you do just that.

Ethical Quick Tip #1 - Don’t wing it. There’s too much at stake to ad-lib your way through. Have a clear strategic plan for how the conversation is going to progress so you can create a value-laden experience whether they buy (now) or not.

Ethical Quick Tip #2 – Design your strategy so it brings your potential client’s agenda to your outcome (which should, of course, match her outcome). Your purpose here is to help your potential client understand how the product, program or service you’re offering will support them in achieving their goals. (Need help with this? I’ll show you exactly how in my “What to Say If You Hate to Sell” tele-training. Check out details now.)

Ethical Quick Tip #3 – Be sure your language reflects their key words and values as well as your own. This not only demonstrates respect, but increases rapport as well.

I’ll say it again: When you’re not selling, you’re not transforming lives. Wishing and hoping won’t make it so. It’s crucial you find a way to embrace active selling as part of your business strategy so you can enjoy the freedom of more sales and the delight of knowing you’re increasing your impact.

Then you really will have it all.

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Entry Filed under: Articles, Heart-based Selling Tips, NLP and Online Marketing, Online Marketing Strategy