The Golden Rule of Selling
One of the first things we noticed about the SCPS sales certification preparatory book is the emphasis on sales ethics. The book hits this topic early and often. As a central theme, the book describes the Golden Rule of Selling. This refers to the sales philosophy of “unselfishly treating others as you would like to be treated”. Sound familiar? Applied to selling, it is about doing the right thing in a selling situation and, yes, walking away from a sale if it’s not right for the customer. It goes on to reinforce that successful selling is about building relationships and relationships are built on trust. It is these relationships that will help you be successful in your sales career.
Our study group is impressed that SMEI makes this Golden Rule such a core foundation of the learning in this program. It made us feel good to know this as we begin our certification journey. We also speculated that it could be a hidden benefit that will add further value to the SMEI certification as more employers learn that sales people trained in the SMEI method have had ethical selling techniques reinforced over and over again as part of their learning. Were you aware that ethics in selling was a major theme in the SCPS certification training? What is your view?