In Part One we saw that commission sales is better for the salesperson (who produces) and in Part Two we learned it is better for the company. But, what about the fact that commission sales will cause some salespeople to try and make the sale dishonestly in their quest for the all-mighty dollar?
The problem comes when there is a character flaw in the salesperson. In this case, what they are doing does not in fact serve the person to whom they are selling.
Fortunately, there are two reasons why it is in the best interest of the salesperson to be scrupulously and fanatically honest when selling:
1. It’s the right way to be (duh) :-). But, of course, we can’t be so naive as to go with that as the only reason since – let’s face it – not every salesperson is interested in that reason. But that’s okay. Here’s why:
2. It’ s more profitable both short-term and long-term. Who gets more referrals, the dishonest salesperson or the honest one? The one who provides extreme value compared to the price or the one who does not? And, even immediately, unless someone is simply a really proficient con-artist (and there are indeed those in the world) knowing how to play upon the greed of the “I deserve something for nothing consumer” (and there are indeed those in the world), it’s difficult to pull off that kind of crud.
Years ago I met a business owner who was described both by others and even himself as being somewhat heartless and uncaring. Yet, his company’s level of service was above and beyond; flawless. His money-back guarantees were the best; he questioned no one who wanted a return or complained (even incorrectly) about a problem with the product and he and his staff did whatever they could to please. Why? “It’s good for business” he told me.
So, putting great intent (which is even more powerful) aside, in commission sales – which is what you are in whether you own the business or simply have the title of salesperson – it pays much more to be good and to do good…for the customer.
We’ll wrap up our series in Part 4 with a final thought. Perhaps it’s the secret regarding why some people wildly succeed in commission sales and why others don’t. And, it has nothing to do with ability which, while very necessary, is not the determining factor.
What do you think it is?