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Four. social obligation To ensure that he makes a contribution to society.|Four. social obligation To ensure that he makes a contribution to society.
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Rules to live by:|Rules to live by:
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Golden rule for professionals - Treat others the way you want to be treated.|Golden rule for professionals - Treat others the way you want to be treated.
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Golden rule for the unprofessional - Just get the gold, forget the rule or remember that those who have the gold, make the rule.|Golden rule for the unprofessional - Just get the gold, forget the rule or remember that those who have the gold, make the rule.
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ON A LIGHTER NOTE — MISREPRESENTATION OR NOT?|ON A LIGHTER NOTE — MISREPRESENTATION OR NOT?
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YOU DECIDE. Once a life insurance salesman was bragging about his company:|YOU DECIDE. Once a life insurance salesman was bragging about his company:
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‘Our claims department is so efficient that if a man jumps from the fifteenth floor of our office building, he can collect his claim cheque from the tenth floor, even before he hits the ground.’|‘Our claims department is so efficient that if a man jumps from the fifteenth floor of our office building, he can collect hi...
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Another time, a life insurance salesman was filling out an application for a potential client.|Another time, a life insurance salesman was filling out an application for a potential client.
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and there was a question asking the cause of death of his father.|and there was a question asking the cause of death of his father.
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The prospect was a little embarrassed because his father had been hanged. The salesman was also uncomfortable writing this cause, so he suggested,|The prospect was a little embarrassed because his father had been hanged. The salesman was also uncomfortable writing this cause, so he suggested,
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‘Why don’t we write your father fell down from the platform at a public function?’|‘Why don’t we write your father fell down from the platform at a public function?’
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LEARN WHEN TO WALK AWAY FROM BUSINESS. Remember, relationships are built on win-win principles and not win- lose.|LEARN WHEN TO WALK AWAY FROM BUSINESS. Remember, relationships are built on win-win principles and not win- lose.
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In the following situations it is better to walk away from business:|In the following situations it is better to walk away from business:
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When the transaction compromises your or your organization’s goodwill|When the transaction compromises your or your organization’s goodwill
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When you are asked to compromise values, When you are asked to cheat your company|When you are asked to compromise values, When you are asked to cheat your company
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When the customer is looking at devaluing your product by asking for ridiculous prices|When the customer is looking at devaluing your product by asking for ridiculous prices
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When the customer’s values and your values don’t match (The customer suggests that you help him cheat his company, your company, or any third party.)|When the customer’s values and your values don’t match (The customer suggests that you help him cheat his company, your company, or any third party.)
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My experience shows that the biggest problem-makers are the freeloaders.|My experience shows that the biggest problem-makers are the freeloaders.
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They want your product by devaluing it with ridiculous pricing and will also be the biggest complainers after the sale.|They want your product by devaluing it with ridiculous pricing and will also be the biggest complainers after the sale.
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These kinds of buyers or customers will become a pain in future.|These kinds of buyers or customers will become a pain in future.
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Remember, the one who wants you to cheat might cheat you on the first opportunity he gets.|Remember, the one who wants you to cheat might cheat you on the first opportunity he gets.
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Regardless of whether he cheats you or not, would you like to compromise on values to do business?|Regardless of whether he cheats you or not, would you like to compromise on values to do business?
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Once a manager saw that in his salesperson’s expense account there was a figure which was very high.|Once a manager saw that in his salesperson’s expense account there was a figure which was very high.
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He asked his salesperson, ‘Can you explain this figure?’|He asked his salesperson, ‘Can you explain this figure?’
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The salesman said that those were his hotel charges. The manager said, ‘ You have to stop buying hotels immediately,’|The salesman said that those were his hotel charges. The manager said, ‘ You have to stop buying hotels immediately,’
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because it shows that they consented to and approved such unethical practices.|because it shows that they consented to and approved such unethical practices.
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Salespeople who lack commitment invariably lie to prospects and give false information.|Salespeople who lack commitment invariably lie to prospects and give false information.
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They also lie to their company, making all kinds of excuses as to why they could not make a sale.|They also lie to their company, making all kinds of excuses as to why they could not make a sale.
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Only the first lie is difficult, after that it becomes progressively easier.|Only the first lie is difficult, after that it becomes progressively easier.
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Experience shows that people who lie, don’t hesitate to steal either.|Experience shows that people who lie, don’t hesitate to steal either.
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A good professional can never sell anything that deep down in his heart, he doesn’t believe in or that goes against his conscience.|A good professional can never sell anything that deep down in his heart, he doesn’t believe in or that goes against his conscience.
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I recall, once I sold some life insurance where my commission was close to two thousand dollars.|I recall, once I sold some life insurance where my commission was close to two thousand dollars.
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I came home but something kept bothering me.|I came home but something kept bothering me.
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My wife could sense it, and she asked me why I was uncomfortable.|My wife could sense it, and she asked me why I was uncomfortable.
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I said to her,|I said to her,
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She said to me, ‘You know more about the life insurance business than the client does.|She said to me, ‘You know more about the life insurance business than the client does.
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You also have the facts and information on the financial status of the client.|You also have the facts and information on the financial status of the client.
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Would you buy the policy?|Would you buy the policy?
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If your conscience says yes, you have earned the commission and can sleep peacefully, but if your conscience hurts you and you have a sleepless night,|If your conscience says yes, you have earned the commission and can sleep peacefully, but if your conscience hurts you and you have a sleepless night,
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you know you did the wrong thing.|you know you did the wrong thing.
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In that case, return the money and cancel the sale.|In that case, return the money and cancel the sale.
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Well, she clarified my ethics I felt restless and had a sleepless night.|Well, she clarified my ethics I felt restless and had a sleepless night.
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Next day, we reversed the transaction and then I felt comfortable.|Next day, we reversed the transaction and then I felt comfortable.
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This incident taught me a lesson - integrity and empathy function together,|This incident taught me a lesson - integrity and empathy function together,
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one cannot work without the other.|one cannot work without the other.
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We sell products and services, we sell our professional time - we don’t sell our conscience. A good way to clarify thinking is the Rotary four-way test:|We sell products and services, we sell our professional time - we don’t sell our conscience. A good way to clarify thinking is the Rotary four-way test:
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Is it the truth?|Is it the truth?
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Is it fair to all concerned?|Is it fair to all concerned?
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Will it build goodwill and better friendships? Will it be beneficial to all concerned? UNETHICAL BEHAVIOR|Will it build goodwill and better friendships? Will it be beneficial to all concerned? UNETHICAL BEHAVIOR
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When we first hired our computer consultant and maintenance person,|When we first hired our computer consultant and maintenance person,
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The moment he got our business we saw his true colors.|The moment he got our business we saw his true colors.
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Every second day we had a problem and he was also stealing information from our office.|Every second day we had a problem and he was also stealing information from our office.
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The experience was a nightmare.|The experience was a nightmare.
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He told us he wanted to be a part of purchases from his referrals for all items|He told us he wanted to be a part of purchases from his referrals for all items
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He told us he wanted to be a part of purchases from his referrals for all items so that he could have a handle on the service.|He told us he wanted to be a part of purchases from his referrals for all items so that he could have a handle on the service.
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Later on, we came to know that all his referrals had an underhand commission, inbuilt for him,|Later on, we came to know that all his referrals had an underhand commission, inbuilt for him,
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and they padded up the bill by four hundred per cent.|and they padded up the bill by four hundred per cent.
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What was costing two hundred dollars was billed at one thousand dollars with a twenty-five per cent cut going to the so-called computer consultant.|What was costing two hundred dollars was billed at one thousand dollars with a twenty-five per cent cut going to the so-called computer consultant.
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He had given clear instructions to the referrals not to disclose it to us.|He had given clear instructions to the referrals not to disclose it to us.
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Needless to say, the relationship was short-lived|Needless to say, the relationship was short-lived
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and even though we had recourse to sue him, we chose to discontinue our relationship.|and even though we had recourse to sue him, we chose to discontinue our relationship.
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After he found out that we were aware of his dishonest, underhand dealings|After he found out that we were aware of his dishonest, underhand dealings
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he never returned our calls.|he never returned our calls.
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One of our clients fired his accountant (in my opinion rightly so) for the following reasons:|One of our clients fired his accountant (in my opinion rightly so) for the following reasons:
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One. he never kept his appointments.|One. he never kept his appointments.
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Two. If he was late, he never had the courtesy to inform anybody nor show any remorse.|Two. If he was late, he never had the courtesy to inform anybody nor show any remorse.
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Three. His audits were more of an eyewash than substance and didn’t meet industry standards of quality.|Three. His audits were more of an eyewash than substance and didn’t meet industry standards of quality.
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If he was scrutinized by his own licensing body his license would have been cancelled.|If he was scrutinized by his own licensing body his license would have been cancelled.
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Once, two people died. One was a poor man and the other was a used-car salesman.|Once, two people died. One was a poor man and the other was a used-car salesman.
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They both got to the gates of heaven together and at the entrance, the gatekeeper saw their records and said,|They both got to the gates of heaven together and at the entrance, the gatekeeper saw their records and said,
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‘You both have done good things on earth. We were expecting you in heaven and we have permission to grant you one wish each.|‘You both have done good things on earth. We were expecting you in heaven and we have permission to grant you one wish each.
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Anything you wanted in life, you can take it with you to heaven.’ The poor man said,|Anything you wanted in life, you can take it with you to heaven.’ The poor man said,
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“All my life I have been poor, I would like to have a million dollars.’|“All my life I have been poor, I would like to have a million dollars.’
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His wish was granted and right away he got a million dollars. The gatekeeper asked the used-car salesman what his wish was.|His wish was granted and right away he got a million dollars. The gatekeeper asked the used-car salesman what his wish was.
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He said,|He said,
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‘Just give me a used car and twenty minutes alone with the person you just gave a million dollars to.’|‘Just give me a used car and twenty minutes alone with the person you just gave a million dollars to.’
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DISHONEST SELLING:|DISHONEST SELLING:
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An optometrist was teaching his son how to sell.|An optometrist was teaching his son how to sell.
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He said, ‘If someone comes into your store, let them settle down and then make them try new glasses.|He said, ‘If someone comes into your store, let them settle down and then make them try new glasses.
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Next tactfully appreciate them and convince the customer of how smart and attractive they look with the new glasses.|Next tactfully appreciate them and convince the customer of how smart and attractive they look with the new glasses.
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If they seem convinced, very softly and politely say, ten dollars.|If they seem convinced, very softly and politely say, ten dollars.
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If they still seem very pleased, just say “without the lenses”.|If they still seem very pleased, just say “without the lenses”.
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If they ask the cost of the lenses say ten dollars and if they still appear very pleased, just add the word|If they ask the cost of the lenses say ten dollars and if they still appear very pleased, just add the word
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“each”!|“each”!
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A young office boy was caught lying and the supervisor said,|A young office boy was caught lying and the supervisor said,
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“Son, do you realize what happens to those who lie in this organization?’ The boy said,|“Son, do you realize what happens to those who lie in this organization?’ The boy said,
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No company in the world can exist without selling.|No company in the world can exist without selling.
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Should selling be perceived as a necessary evil or a respected profession? Some people perceive salesmen as self-serving, manipulative beings.|Should selling be perceived as a necessary evil or a respected profession? Some people perceive salesmen as self-serving, manipulative beings.
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Some sales practices are repulsive and embarrassing, while others are great and rewarding.|Some sales practices are repulsive and embarrassing, while others are great and rewarding.
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Selling is a process of convincing others.|Selling is a process of convincing others.
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I cannot think of anything in the world that can be achieved without the power of convincing, whether it is wealth, friendship or anything.|I cannot think of anything in the world that can be achieved without the power of convincing, whether it is wealth, friendship or anything.
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Ethics in sales is no different to ethics in real life.|Ethics in sales is no different to ethics in real life.
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In fact, business has an obligation to stay away from inappropriate or unethical action.|In fact, business has an obligation to stay away from inappropriate or unethical action.
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Understanding ethics in selling is crucial|Understanding ethics in selling is crucial
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because selling is something that we all do, all the time, regardless of our status.|because selling is something that we all do, all the time, regardless of our status.
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It is not necessary that for a salesperson to succeed in his profession, he must be greedy, unethical or materialistic.|It is not necessary that for a salesperson to succeed in his profession, he must be greedy, unethical or materialistic.
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Oscar Wilde said, ‘Some people know the price of everything, but value of nothing.’|Oscar Wilde said, ‘Some people know the price of everything, but value of nothing.’
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A career in sales has the potential of being very honorable.|A career in sales has the potential of being very honorable.
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Unfortunately, unethical salespeople succumb to pressure and take shortcuts to make quick money.|Unfortunately, unethical salespeople succumb to pressure and take shortcuts to make quick money.
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They bring dishonor to themselves, their organizations, families|They bring dishonor to themselves, their organizations, families
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