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Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / Blogathon 2008

  • Jul 25 / 2008
  • Comments Off on Ethics in Selling – Sales Blog Entry
Blogathon 2008, Leadership, Sales Articles, Sales Blog

Ethics in Selling – Sales Blog Entry

This is a four part series on ethics in selling, made up from various notes and thoughts that I am compiling into a training and development program:

Intro to sales ethics:

What are ethics? Ethical behavior can be described as conforming to accepted standards of social or professional actions. Therefore unethical behavior is viewed as wrong, not conforming to accepted standards or professional actions, contrary to conscience, or morality, or law.

There is no such thing as “ethical selling.” You are either ethical as a person or you are not. The issue of discussing ethics in sales somewhat misses the global aspect of the concept of ethics. Whether we are in the office or at home, 24 hours a day, 365 days a year, we are judged by our behavior. Our personal friends and community network and our business network are inseparably integrated. Ethics have no boundaries as we live in a globally connected world.

In the NHL (National Hockey League) if a player is convicted of drinking and driving, the league suspends them. Although the unethical activity occurred outside of work hours, the league understands the impact of a team member’s behavior on the sport. We are always representing our organization’s brand—even when we are not in uniform. Conversely non-business activities like volunteering at your local soup kitchen to help
feed the homeless, or with a local community group, positively affects your personal and business brand.

  • Jul 25 / 2008
  • 1
Blogathon 2008, Sales Training Video

Blogathon Entry #2 – What we’re blogging for

PlayPlay

Wow, this has been a great endeavor so far.  I spammed my entire address book and all my Facebook friends along with people who don’t even know me.  Some very good friends and associates have stepped up to the plate and sponsored several of my blog entries that I will do to raise money and awareness for the MSMF.  On the way home (where I will be blogging for the next 24 hours) Greg Pinch and I did a quick Vlog (Vidcast or video blog) to kick off the evening.  For those of you who don’t know what this is all about here’s a video introduction for the event:


  • Jul 25 / 2008
  • 4
Blogathon 2008, Sales Articles, Sales Blog

Blogathon 2008 – Entry #1 – Murphy’s Law

Well I ftp’ed our first video for the Blogathon tonight and it was all cued for 10 pm… I returned to discover that the connection (Thanks Shaw Internet) was reset?  This is a good lesson for anyone using technology in the sales process.  My video is now uploading and because I’m blogging from home on a residential network it is really slow.  Mostly likely due to my neighbors downloading free videos and music on Friday night.  (See piracy).

With that said lets get back to the topic of Murphy’s Sales and Technology law: “If something can go wrong, there’s a good chance it will.”  If you sell software or web based technology my suggestion is to heed this law and prepare for the worst. (I myself am an optimist, this is both a strength and a potential risk in business)  What this means is if you are going to a clients office to demonstrate software or a web application we must assume and prepare for the following circumstances:

Dead laptop: Always bring your presentation on a USB or even e-mail it to your client in advance asking that they have a back-up laptop just incase.  If you’re selling ina team environment get each team member to bring their own laptops (with the presentation or softare required)

Dead projector or bulb: If you’re using a projector assume the bulb could die or the projector itself could malfunction.  Bring a back-up bulb, suggest the client readies their projector just in case and always bring a hard copy of your presentation in case of technical failure (one copy for each person in attendance)

Error messages or no web connection:  Assume that where ever you plan on doing your web based demo could have a loss of connectivity also assume that your software may not load, even with 99.9% effectivenes you could be the .01%.  My suggestion is that you also have an offline non-live demo in the form of screen captures in PowerPoint so that you can walk clients through a simulated version of what your software can do.

The reality is that most prospects and clients realize that no software, web application, or presentation enviroment is perfect but or response to the challenge will often determine if we are seen as problem solving, flexible solution providers or someone they choose to pass over in their search for a supplier.

Shane Gibson

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