sales ethics Archives • Passodue

How to measure ethics in sales through the sales force rewarding system

Companies, and sales managers in particular, commonly believe that ethics is simply a burden that hinders the achievement of results. Let’s try to understand if this is really the case and what entrepreneurs and managers can do to help their collaborators achieve better results while playing fair.

26/02/2024

Sales Ethics

The analysis of the Sales Negotiation: learning from your own mistakes

How do you start working on your sales training? By analyzing the negotiations in which you have been involved, especially those which haven’t been particularly brilliant.

20/06/2022

Sales Ethics

Melting the ice: tips for your first meetings with clients

During your first meetings with clients the best thing to do is not to treat them as such. In the initial stage, forget you want to sell anything and concentrate only on the person in front of you.

24/05/2021

Best of sales calls

How to chase unpaid invoices

Chasing unpaid invoices, especially by phone, feels “rude” to most of the people I meet in my classes. For some reason we feel uncomfortable when we have to ask for payment although really that is how the wheels of commerce work: providing a certain service or goods in return for a stipulated payment.

20/05/2019

Sales Ethics

B for Benefits

What is the difference between a boring seller and a brilliant seller? What are the advantages, how to use them and make them explicit?

15/10/2018

Best of price

How to handle requests for a discount in an ethical and effective way

How to handle requests for a discount in an ethical and effective way.

19/03/2018

Sales Ethics

Is the negotiating effectiveness of an ethical salesperson greater than that of a non-ethical one?

Let's analyze which sales techniques are more effective, traditional or ethical ones.

27/11/2017

Sales Ethics

“Giving voice to what you believe in”: Interview with Mary Gentile, PhD.

by Alice Alessandri e Alberto Aleo We arrived in Newburyport near Boston on a late spring day to interview our friend and mentor Mary Gentile. It is always a joy to meet up with her as we are bound to…

18/09/2017

Nightmare Salespeople

Nightmare salespeople: mistakes when listening to customer needs

We are going to take a look at the most frequent mistakes made when asking and listening in order to get some handy tips on what NOT to do during an ethical sale.

13/03/2017

Nightmare Salespeople

Nightmare salespeople: when sales are unethical

by Alice and Alberto Alessandri Aleo Selling is no easy job: there’s a long apprenticeship, a variable salary and long days spent away from home. It’s perhaps not surprising then that occasionally a salesperson becomes hardened and starts to believe…

16/01/2017

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