Sincerity Sells


Some of the famous selling strategies have been around for decades. The sampling method. Benefit-selling. Relationship-based selling. Money-begets-money approach. Selling using influence & popularity. The old-fashioned door-to-door, rapid-talk selling style. And more… These of course come in different shiny packages such as power-dressing, ultra self-confidence, positive-thinking, picturing the end at the beginning, the smiling mask, etc…

They come in different terms and packages, but the desired outcome is the same: to manipulate the potential client into buying or partnering.

But one selling style is always left-out. It’s too weak, too docile, too plain for the adrenaline-charged salesman. Selling with sincerity towards the well-being of consumers, client and society is left out for the losers.

It is perhaps because of the driver of most sales force: the annual quota. The quota holds what everybody wants: money. And so the sales men would stop at nothing to achieve it at the soonest possible time. Drastic measures are favored over wiser ones. And so sincerity is always thrown out the window. There’s no time for that.

We don’t want what sincerity offers. We don’t like a slowly growing client base over a long period of time. We want a steeply-climbing graph of sales. We don’t want slowly-but-surely. We want sales immediately with no regard for the future. We want to capitalize on the incentives of the company while it’s still afloat. Let’s worry about next year later.

But being a sincere salesman has its advantages for both the seller and the client. It allows something important to grow that is long-lasting and tenacious. It allows trust to grow and bloom. And trust, if nurtured, will produce results on its own without much prodding. It will give the salesman what most in the industry lose: a happy soul. If the product or service is of the utmost quality, it will also give the clients a useful tool to reach a desired goal.

This also means, of course, that selling with sincerity requires a solid foundation- a high quality product or service. Having a deficient, substandard product will most likely cause a salesman to employ questionable practices to achieve the desired results.

How about tough competition? Can sincerity jostle against the giants of sales that employ expensive shortcuts? I think it can. At times, it will have its rough seasons, as do most sellers. But the client will always remember who’s the better person to trust when there’s no more room for mistakes. The competition will just inject more capital to regain their footing, yes. But their cost of operations will rise over time. And the sincere salesman stands firm at a significantly lower cost than the intimidating competition.

So both will still stand. One thinks it’s winning. The other one really is.