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Integrity in Sales

Submitted by on Saturday, 21 May 2005

I just got asked by a reader, why I consider Buying Facilitation an ethical, or spiritual, model, and how the Method uses Integrity as it was not readily apparent.


Here’s the belief I operate out of: everyone is unique, and has his/her own answers, his/her own view of the world and way of making sense of the world. Obviously, this applies to corporations also. Sales has been a ‘push’ technology, with the operating belief that if you get the product data understood or adapted in the right way, that the buyer is supposed to understand why and how and when and if to buy it. Of course, we know this is fallacious.
If everyone and every group is unique, there is no way an outside person or belief can push something into the system in a way that is integrous to the system. The system must make room for, and adopt a willingness to change while understanding the route through to the change elements so disruption will not occur. Of course, this is the length of the sales cycle, and the very issues that Buying Facilitation address.
If you, as a seller, take the responsibility to support another in coming up with his/her own best answers, in a way that serves the whole (not just the area around which the identified problem lies, but their norms, beliefs, initiatives, people and relationship issues, etc.) you are helping this entity become better. Indeed, you are becoming a Servant Leader to the buyer, and actually using the skills to make this person or group be better and more whole than they started off. Instead of pushing product, you are then supporting congruent, integrous, growth of another, and when they make a decision to change, they take you with them.
For me, this is an ethical, spiritual model, and, indeed, selling with integrity.
-Sharon Drew Morgen