I recently got a “thank-you” call from a man who read my new e-book Buying Facilitation.

“Boy,” he said, “this method sure helps me close more deals and make more money. Thanks!”

“Glad I could help. Is that all you’re looking for? To make more money?”

“What do you meanall? What else is there? Sales is about closing deals and making money, right?”

“I’m surprised you didn’t notice the value of becoming a trusted advisor, or how you can use the seller’s role as one of a servant-leader to lead your clients to discover their solutions quickly.”

“Well, I noticed all that. But it’s all in service of me closing deals and making money, right? I don’t mind doing it nicely if it gives me better results. But what’s sales about if my job isn’t about me making money?”

I’m wondering how many people out there still believe sales to be a job that is focused on making money? Or only about making money. All of us want to get paid fairly for what we do. The question is: how can we make money and make nice.

Most people get paid for doing a day’s work. But most sales people get paid for the results of their work, not necessarily for a day’s work. This leads to the tendency of sellers to have a different focus in their jobs than their non-sales colleagues: they often focus on ‘closing’ a sale rather than on the results of the interaction, or on ‘doing a deal’ rather than making sure the client has all their ducks in a row prior to making a purchase. As a result, sales practices and sellers can be seen as aggressive, pushy, eager to get immediate results, and less aware of the other person in the interaction.

What causes money, greed, manipulation, and self-interest to prevail at the expense of serving? What’s stopping sellers from using their jobs to promote respect, integrity, servant-leadership, collaboration, and trust - for their customers, for their companies, and for themselves? Why is there a belief that it’s not possible to serve and make money? To support and be aggressive? To be a trusted advisor and close rapidly?

I once began a Buying Facilitation

Tags: business ethics, company values, salesbusiness ethics, company values, sales

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It’s never a good idea to speak evil of anyone, you end up sounding like a gossip, or what’s worse you sound like someone with an axe to grind, prejudiced and out to do harm, so that you gain greater stature. This is not a good policy. You should generally follow the golden rule, “If you have nothing good to say about someone, say nothing.”

However, I’d like to tell you about an incident from several years back.

I was sitting in my office talking to three prospective clients. They were all members of the same lounge band. They were playing locally for a short time and they wanted to record a demo. There were to be about half a dozen songs video taped with each one lasting no longer than a minute or two.

We were talking about coming at closing time and shooting until dawn. I was explaining what techniques I would use and what scenes I would be looking for, when an associate came into my office. She smiled at my guests and then walked over to my desk and put down an article face down, turned around and walked away. At the door she looked back at me. I peaked at the article, nodded and smiled. I turned back to my clients and said, “It’s a news story about a competitor, they haven’t paid their taxes.”

The discussion went on. It soon sounded like their decisions came down to two video production companies, of which we were one. They wanted to know what kind of clients we had and how secure their stock footage would be. I assured them we had long-standing, important clients and pointed to the shelves of client tapes on the wall.

I asked the name of their other choice and they mentioned “ABC Video Productions.” I said, “Oh, yes. They do really good stuff. I used to work with them a couple of years ago.”

The direction of the meeting took a short-cut with the following action, however. With two fingers I moved the article on my desk a few inches closer to them and said, “Would you like to read about them?”

The jaws of my clients nearly reached the floor in disbelief, and then they all laughed. They passed the article back and forth among them. The implication being the production company’s assets could be seized, and among those assets would be client stock footage. I never said a word.

We signed a contract and my clients had a wonderful demo. My competitor eventually went out of business.

I said nothing harmful about my competitor, but had only made certain information available to my clients. All I really did was flick my fingers. They made their decision and actually felt relieved. I’ve never felt bad about what I did. Would you?

Author Don Doman: Don is a published author of books for small business, corporate video producer, and owner of Ideas and Training (http://www.ideasandtraining.com), which provides business training products. Don also owns Human Resources Radio (http://www.humanresourcesradio.com), which provides business training programs and previews 24-hours a day.

Tags: business ethics, ethics, gossipbusiness ethics, ethics, gossip

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There is much talk today about ethics in business - as there should be, but there should be more than talk; there should be a high moral code for all executives who are responsible to both their customers and their shareholders.

I have been the president and CEO of one publicly owned company and also was president of another that was responsible to customers who traded equities. This carries a high responsibility to all concerned. You have to be more than worried if you do something wrong because you will go to jail. You must have the desire to try to always do your best for everyone who works for you as well as all the customers or investors that deal with your company.

Ethics is supposed to be either black or white, right or wrong, but today it is many shades of grey. If any company does shady business you can be sure it starts at the top and filters down because the president is the one who sets the example for the actions of the entire company. This is as true for actions of our elected officials as it is for corporations or individuals. We have had some pretty sorry examples of that in Washington.

Each time there is a new scandal the public seems less disturbed. The recent disclosure that mutual funds have been allowing hedge funds and other large traders to take positions after the closing bell is a brutal example. Maybe investors are not aware that someone is writing checks on their account. This is stolen money that is no different than a guy with a gun holding up a 7-11 store. Yes, the one difference is that the mutual funds have allowed millions of dollars to be siphoned off from those to whom they owed a fiduciary relationship. The fund manager is a crook and deserves jail time. He just took the money with a click of the computer keyboard and that was his weapon. White collar crime deserves the same punishment as the guy with a gun.

When you give a brokerage company, a mutual fund or any financial institution your money you expect, in fact, you demand, that they treat you fairly within the rules of the industry. When you are short-changed you should not accept it.

Because of the huge amounts of money available and accessible to people in the financial industry it is easy to understand how they can be tempted into criminal actions. That is why all publicly traded companies are required to have their books audited annually. Lately we have seen that even these audits are tainted.

Investors rely upon the numbers set before them in order to make decisions about owning stock in a company. If the information is dishonest a proper decision cannot be made.

Today we are seeing another type of corporate officer being created. He is called the Governance Officer. It is his job to see that the company maintains high ethical standards. I applaud this action and hope he cannot be seduced by big bucks.

Al Thomas’ book, “If It Doesn’t Go Up, Don’t Buy
It!” has helped thousands of people make money
and keep their profits with his simple 2-step
method. Read the first chapter at
http://www.mutualfundmagic.com
and discover why he’s the man that Wall Street
does not want you to know.

Copyright 2005

al@mutualfundstrategy.com; 1-888-345-7870

Tags: brokers, business ethics, ethics, finance, investors, mutual funds, stock market, stocks, trustbrokers, business ethics, ethics, finance, investors, mutual funds, stock market, stocks, trust

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