Can I be sucessful in sales and still be ethical?

[Strix]

Hi guys

I've been selling insurance for 2 years, and I used to be pretty good at it, always hitting or beating targets, never taking no for an answer and I was thought of as one of the up and comers in the business.

Fast forward a year and my results are tanking. I'm finding it very difficult to reconcile the needs of the business against the needs of my customers and I'm taking the stance that treating the customers fairly has to come first. This has not been popular at work, and they constantly tell me "your in sales, our results matter, the customers don't"

So what do I do? Should I try and mislead the customers so they buy products they don't need when financial situations are so bad, or should I stick to my guns and let the customers make up their own mind without forcing them?

 

[Aibrean]

I don't care what they say, as a consumer I will tell you that if I am treated well I am more likely to buy the product. If I buy the product and I am not treated well, I am more likely to blab about my disappointment and such to every person I know.

A bad reputation goes a lot farther than a good one.

 

[Jesse O.]

I think you know the answer. Stick with your guns. There are ways to ethically sell, even insurance -- perhaps you should look into that, if all you were "brought up on" in the business was unethical salesmanship.

 

[Avatar]

Hi guys

I've been selling insurance for 2 years, and I used to be pretty good at it, always hitting or beating targets, never taking no for an answer and I was thought of as one of the up and comers in the business.

Fast forward a year and my results are tanking. I'm finding it very difficult to reconcile the needs of the business against the needs of my customers and I'm taking the stance that treating the customers fairly has to come first. This has not been popular at work, and they constantly tell me "your in sales, our results matter, the customers don't"

So what do I do? Should I try and mislead the customers so they buy products they don't need when financial situations are so bad, or should I stick to my guns and let the customers make up their own mind without forcing them?

I don't care what they say, as a consumer I will tell you that if I am treated well I am more likely to buy the product. If I buy the product and I am not treated well, I am more likely to blab about my disappointment and such to every person I know.

A bad reputation goes a lot farther than a good one.

What abrean said. Until recently worked for a year and a half in sales/customer service for Spiegel/Newport News (catalog clothing company). Taking in calls one after another. I've worked customer service before in retail stores and the philosophy was the customer came first. I strongly believe in that. Make your customer happy and they'll come back to you. When I first started with Spiegel it was required we tell folks about two specials in the catalog they were ordering from. No problem, most people like to know. No sales pressure on customer service calls, of course. Then it was 3 offers per sales call. Okay, people are starting to get irritated. Then 3 sales offers plus a scam called encore. Lovely. Then let's add a magazine subscription offer on top of that as well. And let's do it on customer service calls as well, even when the person is upset. Oh nice. I started having headaches, couldn't do it. It's not in my nature to scam people and alienate them from the company I'm supposed to have pride in call after call. Couldn't do it. So glad I'm not there anymore.

Follow your conscience friend.

 

[leveled]

As a Christian, you love your neighbor, if the spirit of Christ is within you.

We should never take unfair advantage of someone, or try to sell them something they don't need.

Be secure in your conscience. Make a fair commission, and judge fairness based on how you would wish to be treated.

Above all, seek to serve, rather than to be served.

 

[Philip22]

You must be a rare on indeed.., for you to even ask that question. I say that because in the sales profession , particularly in insurance, it is all about money and greed at any cost. Look at AIG and the games that they play, everyone of them need to be pulled from behind their desks and posh offices and taken out and given several good beatings, have some sence knocked into them , then maybe they will think twice about taking advantage of people and situations for their gain.

Let me ask you why did you get into that line of work to begin with .., money, GREED . I 'm glad you ask the question, we need some people in that industry with morals and ethics and the fact that you ask that question indicates that you might be one.

However , you ask about being successful...., what is your definition of success ? To amass as much money as possible or to actually go home knowing that you did the right thing . If your boss came to you and said " hey, we will can stick it to these customers, will you help me, there is a $40,000 bonus in it for you" Could you stop thinking of yourself , and say NO, the customer deserves better than that , and walk away. What would GOD consider successful?

 

[DRK]

To be a good sales person you need to believe in what you do. Since you are in the insurance industry let me use an insurance example that might help.

If I told you that I couldn't afford the $300 a year life insurance policy but you knew that even though I say I can't afford it it still is the best one for me. Now why can't I afford it? Did I lose my job or do I just make poor money spending decisions?

If I physically cannot afford it then you shouldn't try and sell me but if I can you need to make them understand that taking care of my family in case of death is more important then going out once a month to dinner.

It's all perspective. People need insurance. I hate paying for it but i always get more than I need because when the time comes I will be better for it then without it.

 

[heron]

if I am treated well I am more likely to buy the product.

I will walk away if people begin to pressure me -- even if I want the product. Some people love the attention, but there are many of us who consider it abhorrent.

The trust level is important, though. If a salesman takes an interest in what I truly need, then I feel I can confide in him more details about my situation. It pays off in the long run.

You are probably facing the possibility of losing a job if you take honesty too far. That's another consideration -- the ethics of your company paying you to do a job. If you are strictly on commission, then it's more about representing your company and product.

I have dealt with this in a less obvious sales situation, where additional customers making wrong decisions can cause excess work for the company. People who regret call back and complain. They need paperwork changes processed. They generate negative publicity that eventually needs to be cleaned up.

Often people buy for the person. Wanting to be associated with something larger, wanting to be accepted. Then they forget why they made that decision. It's good you are weighing the ethics of selling.

 

[heron]

To be a good sales person you need to believe in what you do...If I physically cannot afford it then you shouldn't try and sell me

And the obvious, if a client can't pay for it, then the company has to pay collection agencies to hunt them down. Bad press.

 

[mattyb1982]

Hi guys

I've been selling insurance for 2 years, and I used to be pretty good at it, always hitting or beating targets, never taking no for an answer and I was thought of as one of the up and comers in the business.

Fast forward a year and my results are tanking. I'm finding it very difficult to reconcile the needs of the business against the needs of my customers and I'm taking the stance that treating the customers fairly has to come first. This has not been popular at work, and they constantly tell me "your in sales, our results matter, the customers don't"

So what do I do? Should I try and mislead the customers so they buy products they don't need when financial situations are so bad, or should I stick to my guns and let the customers make up their own mind without forcing them?

I'm an insurance agent too.

1. You are selling insurance not copy machines. The insurance products they purchase through you can have long lasting effects.

Sell them a limited Health policy: Medical bankruptcy. Plus the possibility of never getting health coverage outside of a group plan, if they are diagnosed with an uninsurable condition down the road.

Insurance is probably one of only a handful of fields where you earn large amounts of money while remaining ethical.

2. If you listen to anyone, that is leading you to behave in a manner in which you are acting unethically it is your license and your livelihood on the line, not theirs. Do you know, if you screw your clients over, they can sue you?

3. Why do you feel you used to be good at selling insurance, and not so good anymore?

4. Which Insurance Lines are you selling? Health/Life/Auto/Home....etc.

 

[Tammy]

I wouldn't work for a company with ethics like that...I used to have an uncle that didn't think it was possible to be a businessman and be honest at the same time. That is pretty sad...

If we follow the Golden Rule - Do Unto Others, As You Would Have Them Do Unto You - we'll stay on the straight and narrow....

 

[heron]

We reap what we sow. Eventually we have to answer for any shady practices we get involved in.

 

[LYP]

I wouldn't work for a company with ethics like that...I used to have an uncle that didn't think it was possible to be a businessman and be honest at the same time. That is pretty sad...

If we follow the Golden Rule - Do Unto Others, As You Would Have Them Do Unto You - we'll stay on the straight and narrow....

Tammy hit the nail right on the head. I have no idea why people feel that if you're in sales you're dishonest...you find dishonest people everywhere. Whether it's the cashier that says she wrung up your purchase and pocketed the money or if it's the guy that sold you your dishwasher/dryer and pretty much anything in your house. I've been involved with sales for over 3 years and love it! A good book to read about selling or running a business is

 

[sbbqb7n16]

Have you considered studying for the CFP? (I'm currently studying and will sit for the exam in March)

There is a lot you can do with insurance in the best interest of your client and be able to support yourself by helping them meet those needs. CFP board also has a code of ethics to adhere to, and one of the main points is to "always act in the client's best interest."
Certified Financial Planner Board of Standards Inc. - Standards of Professional Conduct

I think your problem isn't "I can't do this without being unethical" but rather "I need to work on my selling skillset to help others see which products (if any) best meet their needs." Work on your sales skills and your income will improve over time - and you won't have to sacrifice your morals to do it.

Cause think about it, nobody wants to leave their family in financial hardship if they pass on earlier than they planned (how can I make this house payment? if I have to go back to work who will look after the kids? I can't afford a sitter or daycare...) - and to make all those decisions when you're strapped for cash and just lost the love of your life??? That's a horrible spot to be in. But with life insurance (an insurance product) you can make that tough time easier. Helping someone find a solution to this potential problem may be one of the most ethical things you can do.

"You can have everything in life you want, if you just help enough other people get what they want" - Zig Ziglar

 

[PraisingHim]

I just wanted to encourage you because yes of course you can be successful. And God will richly bless you when you start looking at it as helping people.

I am in sales, network marketing in fact, the company I am with is run and operated by very strong Christians and we help people save money by selling a benefits package.

In the past, I used to tell people what they wanted to hear (I was working retail at that time) just so I could get high numbers in sales... that was wrong and I had the exact same convictions that you are/were having which is why I found another job. I enjoy sales so much more now that I am truly helping people

Similarly, having insurance is a good thing and it can help people - just keep your focus on what you can do for others and not how much you will be making and God will bless you.

At the same time, always be listening to what the Holy Spirit is telling you. The Holy Spirit will help guide you and help you be a person with integrity.

I have lots of scripture verses that are great for entrepreneurs - let me know if you would like me to email some to you. I also have a Facebook page for Christian Entrepreneurs. Let me know if you want me to email that info to you. I know I am being lazy right now, but I read your post just before going to bed and I just really felt I needed to encourage you.

Have a great week! I love this time of year - He is risen, indeed! (o:

~ PraisingHim
Annelle Stevenson

 

[Kevin_Wright]

I work at a children's shoe store. And I never lie to people. If someone is going to buy a horrible shoe for their kid, and they ask me if its a bad shoe. I'll tell them and show them something better.

At the same time, I'll never keep someone from buying something they want. You don't have to lie to sell stuff. Sometimes I pray "God, help me to get these people exactly what they need." And usually they do. Bring prayer into your work life perhaps.

 

[BigV]

Hi guys

I've been selling insurance for 2 years, and I used to be pretty good at it, always hitting or beating targets, never taking no for an answer and I was thought of as one of the up and comers in the business.

Fast forward a year and my results are tanking. I'm finding it very difficult to reconcile the needs of the business against the needs of my customers and I'm taking the stance that treating the customers fairly has to come first. This has not been popular at work, and they constantly tell me "your in sales, our results matter, the customers don't"

So what do I do? Should I try and mislead the customers so they buy products they don't need when financial situations are so bad, or should I stick to my guns and let the customers make up their own mind without forcing them?

well, you never want to mislead customers as that's clearly unethical.
However, perhaps you can clearly spell out the benefits of your insurance vs. competition. Provide some examples on how your product helped someone in the past, etc...

Lying is never a good way to sell.

 

[Philip22]

I'm an insurance agent too.

1. You are selling insurance not copy machines. The insurance products they purchase through you can have long lasting effects.

Sell them a limited Health policy: Medical bankruptcy. Plus the possibility of never getting health coverage outside of a group plan, if they are diagnosed with an uninsurable condition down the road.

Insurance is probably one of only a handful of fields where you earn large amounts of money while remaining ethical.

2. If you listen to anyone, that is leading you to behave in a manner in which you are acting unethically it is your license and your livelihood on the line, not theirs. Do you know, if you screw your clients over, they can sue you?

3. Why do you feel you used to be good at selling insurance, and not so good anymore?

4. Which Insurance Lines are you selling? Health/Life/Auto/Home....etc.

Hello, I would have to take issue with some of the things that you have said. remaining ethical is tough to do when you are chasing after the dollar , I think noone can argue with that . And anyone in the insurance industry, chooses that as a career , not to help other people but to try to get rich. The insurance industry is all about greed so I would say that to remain ethical focus more on truely tying to help people and giving them a good deal and looking oout for their interests. Also by doing so you may even get more customers.

Also just a little something for anyone looking to purchase insurance..........link..........News - INSIDE EDITION Investigates Sales Tactics of Some Bankers Life and Casualty Agents - InsideEdition.com

Buyer Beware

 

[BigNorsk]

Strix, People really do need insurance. Sounds like you might be working for the wrong company though.

I'd say you sound like you need to find another company or open your own agency.

One thing I see a lot of in insurance though is to sell the high commission products rather than insurance.

For instance, I've come across young guys with a wife and two kids and we've talked about insurance and what do they have? $20,000 of whole life.

What's that if he dies? Nothing. He didn't get insurance, he was sold some investment plan that if everything goes good and he pays in his whole life he will have a nestegg at the end.

In many cases the guy could have several hundred thousand of 10 or 20 year level term for the same amount.

Now I know a lot of companies treat the whole life salesman as a god and the term life is just something you do to salvage something if you can't get anything else. But people need the insurance, not all the other things.

I suspect a lot of problem is precisely because a lot of products aren't insurance. They are called insurance and have a bit of it but that isn't their focus. And now you are having problems because it bothers you to push clients into those not really insurance insurance products.

I'd say just find a way to be an insurance salesman and don't get pressured into selling those other products to people they don't fit. And they do fit some people but are pushed on a lot of people they don't.

It's a lot of work, you won't be getting rich on residuals, but you could make plenty to live well and you could live with yourself.

Marv

 

[KM Richards]

"your in sales, our results matter, the customers don't"

If this is what your company is telling you, and...start hunting a new job!

I've been in sales for years and if any place I worked at told me the customer doesn't matter...that's my que to start making new plans that don't involve them.

Everybody knows that the money follows good products and good service...and customers are king, not your company. You live (at work) to serve your customers and the money will follow that.

Insurance is something most people believe they just gotta have, so yes sell the product but don't force it on them...and NEVER start lying to people as that is seed sown towards destruction.

Best thing to do is get off by yourself for a couple of days and do some serious fasting, praying, and waiting on the Lord's direction concerning where He wants you exactly.

If your job is getting to be like pulling teeth...it's time to wait on the Lord to find out what's next...but don't screw up your current job until your arrangements are all in place if God is telling you to leave.

remaining ethical is tough to do when you are chasing after the dollar , I think noone can argue with that

I can! The world (a bunch of theives) are the ones saying you can't be honest and make good money at the same time.

God is the original Jew...and He knows business without lying and cheating. It's time to get serious with the prayer life and allow the Holy Ghost to lead all aspects of your work life...

He will teach you to profit, righteously!




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