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Tag Archives: Ethics

Ethics in Sales

Richard Forrest talks ethics in sales in our Sales Experts interview, hosted by John Golden. Ethics in sales has been a big discussion in the business world. Many people don’t think of salespeople as honest and ethical. The general public often typecasts them as slippery people to be wary of. Moral ...

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Shame on Wells Fargo: A Lesson in Sales Ethics

On April 20, 2018 the Consumer Financial Protection Bureau (CFPB) and Office of the Comptroller of the Currency imposed a $ 1 billion fine on Wells Fargo a variety of abuses perpetrated against consumers of its auto loan and mortgage products. Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for ...

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Sales Ethics: When Your Solution Is Not Right

Picture this: you’re meeting with your dream prospect. It’s the meeting which took months to land, the one which could lead you to make your challenging sales goals this year. As the conversation progresses and the prospect shares more about what he needs, you start to develop an uneasy feeling ...

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Can Sales Ethics Be Taught?

I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. The question is, can sales ethics ...

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The Sales Ethics of Personalization

What do you think of sales ethics of personalization? Have you used personalization in your business? With all the consumer data now available, you could potentially know almost everything about the next person who walks into your store or visits your website. But should you use that information? Strangely enough, ...

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Is Sales Ethics Part of Your Team’s DNA?

Warren E. Buffett once said, “It takes 20 years to build a reputation and five minutes to ruin it.” Wow, is that statement ever so true. It’s especially valid when it comes to salespeople who oversell and/or underdeliver. Or those who make or exceed their quotas time and time again, ...

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Sales Ethics Reflects Company Culture

It almost goes without saying that salespeople should have integrity and come from a place of truth, but why is it that we always have to spell that out? “He is a salesperson, but you can trust him” is something that I hear way too often and I always wonder ...

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Sales Ethics: Technology and Emotional Manipulation

Sales business is tough and most agents would do anything to win over a customer, despite the widely-accepted International Code of Ethics for Sales and Marketing. In the abundance of brands, products, and services, it’s easy to cross the line and exercise manipulation practices to improve your sales results. But ...

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