Selling Yourself - High Ethics & Values Helps to Determine Your Sales Success

In sales, great salespersons demonstrate high ethics and values every day by how they react to rejection, criticism and compliments. From my experience, there are a lot of tight shorts (my husband's words) in the market place. People appear to be looking as to how to criticize first instead of demonstrating how to compliment first and then offer constructive criticism. Additionally, there are a lot of knowledge egos in the marketplace.

When working with clients, one of the first activities that I have them engage in is to construct their own values statement. Many professional sales persons along with their companies have not invested the time to write down those non-negotiable 24/7 behaviors. Here is my values statement for my company:

ADVANCED SYSTEMS' values will continually raise the B.A.R. for our clients and stakeholders

• Build long term relationships
• Achieve sustainable results
• Results that deliver positive return on investment

Daily behaviors will demonstrate creativity, faith, gratitude, intelligence, innovation, intuition, learning, patience, quality work, reflection, respect, risk taking and thoughtfulness as we work with our clients and meet new individuals.

When criticism is received regardless if it is rude or constructive, I remember that being patient, respectful and thoughtful are 24/7 behaviors and I cannot allow my emotions to violate my core positive values. Of course, this does require sometimes for me to count to 10 or maybe even 100 especially if I believe that I am correct. Sales Training Coaching Tip: For it is our beliefs that drive our actions creating our results.

This is especially true when using the written word found in emails. How many times do we read the email with a certain emotional attachment to it? And if we know the person, sometimes we can even believe we are hearing her or his actual spoken words including the reflections, pauses, speed and even mispronunciations.

Taking criticism on the chin and then responding in a professional manner shows not only high ethics and values, but overall great leadership. So the next time, you receive an email that is not necessarily complimentary or even a rude (using inappropriate language) to somewhat abrasive comment on your blog, remember to breathe first and take time to reflect before you respond. In the end by taking these actions, you will truly be the person who is demonstrating high ethics and values and this will serve you well.

Here are some quotes on anger to help you keep from reacting with regret:

• He who angers you conquers you. ~ Elizabeth Kenny
• Never write a letter while you are angry. ~ Chinese Proverb
• Speak when you are angry - and you will make the best speech you will ever regret. ~ Dr. Laurence J. Peter
• Always keep your composure. You cannot score from the penalty box; and to win, you have to score. ~ Bobby Hull
• The greatest remedy for anger is delay. ~ Seneca

Selling yourself is almost a constant 24/7 endeavor. By remembering these words or some others of your own choosing can quickly set you apart as the Red Jacket in the sea of gray values.

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Executive sales coach and consultant, Leanne Hoagland-Smith partners with innovative leaders who want to improve team results. Call 219.759.5601 CDT USA to just have a conversation about the results you are seeking.