Easy Negotiation Techniques

Sales Training: Knocking the Competition Is Bad Business Ethics and Fails to Increase Sales

Many of my speaking presentations along with sales training workshops involve the integration of sales behaviors and business ethics. One of my most favorite questions to ask is “Who is you greatest competitor?”

The responses I usually receive are numerous and usually not the one answer that I am seeking. in business and even in life, our greatest competitor is the Status Quo. In sales, the goal of those crazy busy sales people and small business owners is to move their prospects or potential customers from where they are now (the Status Quo) to a new place.

Recently a client shared this powerful story that emphasizes why knocking the competition is bad business ethics and will not increase sales. She had just locked the front door to her business, placed the closed sign in the door and was just about to exit using the backdoor when she heard pounding on the front door. Standing at her closed door was a woman she did not recognize. Even though she had another appointment, she went to the door, opened it and explained she was closed and on her way to teaching a class.

The woman failed to listen and barged into the business because she had to talk to her as one business owner to another. My client then received a very loud earful about her unethical business practices and how she was stealing this woman’s clients.

Now my client is probably one of the most ethical and caring woman business owners I have had the pleasure to meet. She routinely refers her clients to other competing businesses because she realizes she cannot be everything to everybody nor can she offer all the products and services within her industry.

When there was an opportunity to speak and with time ticking by, my client asked this other woman how many clients had received a particular service. The response was “That is none of your business.”

My client then replied “I know for a fact at least 7 people in the last month have had this service because I referred them to your business and they returned with the reports.” She then went on to explain how she refers her clients to other competitors and her charging in after business with false accusations was totally uncalled and unethical. She asked the other business owner to leave as this interruption had now made her almost 20 minutes late to her evening appointment.

Later in the week, my client received phone calls from other business owners in the same industry and some of her customers. The disrespectful business owner was spreading misinformation (pointing fingers) about my client. What was interesting to note is all the phone calls supported my client because they knew her to be ethical and honest and they knew the other person to be self-serving, lazy and unethical.

The reason for sharing this story is the greatest competitor for this disrespectful business owner is not my client or any other small business owner, but the status quo. When small business owners, C suite executives and crazy busy sales people start focusing on the competition, they are missing incredible and powerful opportunities to increase sales. Beyond the missed opportunities, there is also the business ethics issue of when you point a finger at someone either literally or figuratively, there are 3 fingers pointing back at you.

Knocking the competition is a bad business practice and will not increase sales. By focusing on you, your business, your products and services, your prices and your delivery, you can overcome the status quo and that is just plain good and ethical business practices.

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Executive consultant and sales coach, Leanne Hoagland-Smith, partners with forward thinking leaders who want a NEW status quo. Call 219.759.5601 CDT USA to have a quick chat about the desired results you are seeking.

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