These definitions reflect the ethical approach to sales, which prioritizes customer well-being and long-term relationships over short-term gains, including obtaining and respecting the consent of customers and fostering open and honest communication throughout the sales process. They highlight the importance of empathy, self-awareness, and creating a positive inner and outer environment in Ethical Sales practices.
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Our core trio of ethical principles that guide sales professionals in their interactions with customers. The Trinity of Ethical Sales is a relational philosophy with three aspects that work together to ensure a trusting environment is laid for a meaningful & productive conversation:
1) Humans Over Transactions
2) Sell The Way You Serve
3) Celebrate Choice
All sales processes, no matter where you come from or what you use, have three stages:
1) The Pre-Meeting
2) The Meeting
3) Next Steps
Four effective and ethical ways to initiate a sales conversation that capture the customer's attention, demonstrate respect, and set a positive tone for the interaction. These openings aim to engage the customer without resorting to manipulative tactics.
Specific and time-bound objectives we use in our 8-week structure to have a gentle experience with goal setting. The 4-week goal is a “numeric” goal that is measurable to allow participants to choose according to their comfort level with setting goals that eventually lead to financial goals.
A categorization of different salesperson personality traits or styles created by the Ethical Sales Institute that sales professionals may possess. Ethical sales professionals recognize their own style and adapt it to match the needs and preferences of their clients for more effective and Ethical Sales interactions.
A categorization of different personality traits or characteristics created by the Ethical Sales Institute that potential clients may exhibit. Ethical sales professionals use this classification to tailor their approach and communication style to better connect with each client's unique personality.
A
Thoughtful and open-ended questions used in Ethical Sales to engage the customer, stimulate conversation, and gain insights into their needs and preferences.
In the context of Ethical Sales, alumni refers to past customers or clients who have previously engaged with your products or services. Ethical sales practices involve maintaining positive and ongoing relationships with alumni, even after a sale, to ensure their satisfaction and encourage repeat business or referrals.
An Ethical Sales lens to view how our sales processes are set up to begin trust relationships with our potential clients, establish our professional authority, create an emotionally safe space for both us as the seller and our potential clients as the buyer, how we can determine if we're speaking with an ideal client, and more.
B
Always assuming that the other person has good intentions and is doing the very best they can with the circumstance. Assuming someone would not intentionally hurt or harm you.
Ethical sales professionals use the “Push-Back (or Lean-In) Package” to check for how quickly and skillfully a potential client receives challenging inquiries and responds respectfully and authentically without blaming themselves, their past mentors, or the sales person. The Bounceback Factor is an insight into how a potential client might respond under pressure during a contract, thus helping the salesperson to determine if this person is a right fit for the services offered.
C
Being thoughtful in your words and actions, aware of your and the other's needs. The act of truly thinking about the other person; to be careful with other's feelings and keep their feelings in minds. And, to be the same for yourself.
This third of our three core principles of Ethical Sales means that you actually celebrate your potential client's decision of whether they say "yes" or "no" to working with you, as long as it's true for them This is a crucial part of disrupting and healing sales trauma, both yours and theirs. And it's key for growing your business by helping you become known by honoring your client's choices: no pushing, no pressure. This fosters loyalty and your stellar business reputation.
"After taking the customer through the Ethical Sales Process, if they arrive at a “clear no” that means they are clear that moving forward with the services offered is not the next best step for them at this time. Clear no’s are honored and celebrated as clarity of choice.
In Ethical Sales practices when a customer says “no” to services it is considered an opportunity to continue to develop in a professional relationship if there is mutual respect and mutually beneficial interests.
"
A definitive and unambiguous affirmation from a customer, indicating their wholehearted agreement or commitment to a proposal or offer.
Identifying and understanding the specific characteristics, needs, and preferences of the ideal customer (Ideal Client Avatar) to tailor sales efforts effectively, to know who to say yes or no to as a client.
A state of uncertainty or lack of clarity that may arise in a sales conversation. Ethical sales professionals work to dispel this cloud by transparently providing clear, direct & honest information to the customer.
The Compassionate Connection Method is about building trust relationships by asking for consent in the sales conversation before exploring more about objections, doubts, financial ability — any of those topics that cause us to get anxious before, during, and even after our conversations. This Method works for personal relationships, too.
A belief in Ethical Sales that obtaining and respecting a customer's consent is not only a fundamental ethical principle but also a way to create a sense of trust and well-being in the sales process. Consent is seen as a soothing and healing element in the relationship.
The frameworks and strategies used by Ethical Salespeople to obtain and maintain consent from customers, respecting their autonomy and boundaries throughout the sales interaction.
The explicit agreement or permission given by a potential customer at the beginning of a sales interaction or through a preparation questionnaire. Ethical sales practices prioritize obtaining initial consent to engage in a conversation or present an offer, ensuring that the customer is open and receptive to the interaction.
Continual agreement or permission obtained throughout the sales process as the customer's needs and preferences may evolve. Ethical sales professionals seek ongoing consent to ensure that the customer remains comfortable and engaged at each stage and is aware of subtle changes in tone of voice, facial expressions, & body language that reveals the truth.
In the context of sales, "Container" refers to the environment or space where a sales conversation takes place, whether in person, over the phone, or online. Creating a positive and respectful container is essential for Ethical Sales interactions. The idea of a container is also extended to the contract or agreement post sale.
Every business that accepts payment has a “current sales process.” How your customer finds out about you, engages in a sales conversation or process, and how they pay for services or products is the current sales process you have.
A concept that describes the natural ebb and flow of engagement and interest in the sales process. Ethical sales practices involve recognizing and responding to these cycles, ensuring that sales efforts align with the customer's readiness and receptiveness.
D
A metaphorical reference to the heightened awareness and intuition that Ethical Sales professionals cultivate in their interactions. It signifies the ability to empathetically connect with customers on a deeper level, understanding their needs and emotions more profoundly.
A stage in the sales conversation where the customer shares their hopes, dreams, possibilities, desires, and aspirations as part of their decision-making process related to a product or service. This refers to the 7 Client Personality Types. Ethical sales professionals support customers in this phase by listening to, understanding, and asking deeper questions about their dreams and goals.
E
The emotional and psychological atmosphere in a sales interaction, including the vibes, emotions, and attitudes conveyed. Ethical sales practices prioritize maintaining positive and respectful energy for clarity to emerge.
Sales practices that prioritize honesty, transparency, and the best interests of all involved; the customer (buyer) & the service provider (seller/company).
Ethical Sales practices help to heal sales trauma.
Ethical Sales do not drive the potential client into saying yes, they drive the conversation to clarity, ensuring that products or services meet their needs and provide value.
Ethical Sales celebrates clarity of choice: a clear yes or a clear no.
Promoting an idea, service or offer of yours, free from pushing, pressure, convincing, manipulation or influencing.
A method for sharing your services in a way that feels uplifting to both you and your audience. Ethical Self-Promotion is accessible at any stage of your emotional or financial state. It requires awareness of how you feel, what you're offering, and the receptivity of your audience.
F
The practice of being aware of and acknowledging the discomfort or uncertainty in a sales interaction, particularly when addressing objections or concerns. Ethical sales professionals use this awareness to navigate challenges with sensitivity.
G
The 4-week goal is an example of a gentle goal. Gentle goals are goals that feel nourishing, not exciting. Exciting goals tend to send us on highs and lows instead of a steady equanimous progress, incrementally toward what we care about. Having 10 conversations about our work in the world is different from enrolling 10 paid participants.
Ethical sales goals that are achieved without pressure, manipulation, or unethical tactics, ensuring that both the customer and the salesperson benefit from the transaction.
When a potential customer suddenly stops responding or engaging in a sales conversation without explanation.
Ethical sales practices involve respecting the customer's choice while maintaining open communication.
When a customer initially agrees or expresses interest in signing a contract or moving forward to work together and then becomes unresponsive or disengaged without explanation. Ethical sales practices minimize ghosting yeses by addressing the hidden nos in the sales conversation.
H
The practice of equanimity while acknowledging and embracing conflicting or opposing perspectives, needs, or desires. Holding dualities is one way to increase your capacity to receive more in general, and also more subtle information and nuances in the sales conversation because you're not rooted in one way of thinking. You’re always open and considering the opposite view or approach so you can truly understand the needs of your client while maintaining an equanimous or balanced mind.
This first of our three core principles of Ethical Sales means you care more about the person you're speaking with than the transaction of making the sale. Practicing Humans Over Transactions can help you significantly grow your business by fostering deeper, more meaningful connections with your clients and customers.
I
A client who has the challenges, issues or problems you specialize in solving and approaches the work with commitment, engagement, and enthusiasm.
They follow through, respond in a timely manner to all communication, get results from following your guidance.
You both look forward to your sessions and feel uplifted from working together.
The deliberate and ethical use of questions, statements, or actions to engage the customer's interest, trust, or curiosity in a way that aligns with their best interests and values. Intentional Activation is a practice within the 3 Cycles of Activation to inquire about the 4 main concerns in sales to check for the resiliency and presence of the customer.
L
Regular actions and behaviors that cultivate leadership qualities, such as empathy, boldness, kindness, communication, and decision-making skills, in the context of sales leadership.
The traits and skills required for a salesperson or sales leader to inspire, guide, and support their team ethically and effectively. The Leadership Qualities are matched to the ICA; who do you need to be, or what qualities do you need to develop in order to serve ideal clients with your ICA Qualities?
And Ethical Sales lens we look through for improving Emotions / Emotional Safety in our sales conversations and developing a Trust Relationship with our clients and potential clients.
G.E.J.F. – pronounced GEH-jiff – stands for Grace, Ease, Joy & Flow. It's a growth-oriented lens to look through that leads us toward a brighter future where more fun and play abounds.
- Grace manifests as effortless elegance, a divine frequency free from blame, emphasizing humanity.
- Ease transforms challenges into opportunities for growth, embodying the belief that life unfolds for our benefit, not against us.
- Joy, a state of pure delight, invites us to align with its ever-present frequency, infusing playfulness into our challenges.
- Flow is the harmonious convergence of Grace, Ease, and Joy – a natural state of being.
Your personal definitions may shift G.E.J.F. for you, and customization is encouraged!
An Ethical Sales lens to intentionally look at how sales conversations and our sales processes are arranged to logically view where we can improve, one gentle goal at a time. The structure & sequence of any sales process is our roadmap, and reveals the 3 stages of any sales process: Pre-Meeting, the Meeting, and Next Steps.
An approach in Ethical Sales that encourages allowing potential customers the space and time to express their objections or reservations, even if those objections lead to a "no" initially. Ethical sales professionals recognize that allowing people to express their concerns openly can lead to better understanding and potentially change a "no" into a "yes" in the future, if it aligns with the customer's best interests.
An Ethical Sales practice that involves actively and attentively listening to the customer with the intention of understanding their genuine needs, concerns, and desires. Sales professionals who listen for clarity and truth prioritize honest and transparent communication.
M
A stage in the sales process where things may become unclear, complex, or uncertain. Ethical sales professionals embrace and navigate the messy middle with patience and transparency, working collaboratively with customers to address their concerns and find solutions.
Specialized brain cells that play a role in empathy and social understanding. In Ethical Sales, recognizing and activating mirror neurons can help salespeople better understand and connect with customers on an emotional level, cueing safety, while fostering trust and rapport.
An ambiguous or hesitant affirmative response from a customer, suggesting some level of agreement with some level of uncertainty or reservations. Ethical sales professionals seek clarity in such responses by pausing and collaboratively reflecting on the quality of the yes and inquiring into what aspects of the person is currently a no in the midst of the mushy yes. Mushy Yeses can be heard with the tone of voice, word choice (sure, ok, uh huh) or oftentimes the word yes with the head shaking “no” indicating diversion between body and mind.
N
A concept from the field of neuroscience and the Polyvagal Theory that refers to the subconscious perception of safety or threat by an individual's nervous system. In Ethical Sales, understanding neuroception is important for creating a safe and comfortable environment for customers, allowing trust to develop.
Acknowledging when a potential customer expresses disinterest or rejects an offer, respecting their decision, and focusing on finding customers who are genuinely interested.
O
The four primary types of objections that customers may raise during a sales conversation.
These objections are:
1) Time capacity
2) Financial capacity
3) Doubt
4) Decision maker
They all relate back to price, value, trust, and timing. Ethical sales professionals address these objections directly with empathy and transparency to build trust and resolve any concerns without pressure or persuasion.
P
Having poor boundaries, sacrificing your own needs to attempt to control others' perception of you; the urge to please someone else, at your own expense.
The act of asking probing and respectful questions to explore the customer's needs, concerns, and preferences more deeply. Ethical sales practices involve gentle and non-intrusive probing to better understand the customer's perspective.
Clear and healthy guidelines set by both the sales professional and the customer to ensure respectful and ethical interactions. These boundaries protect the interests, safety and well-being of all parties involved.
A deliberate and respectful moment of silence during a sales conversation, allowing the customer time & space to process information, ask questions, or express their thoughts. Ethical sales professionals use powerful pauses to foster thoughtful communication and avoid pressuring or rushing the customer.
A set of carefully crafted questions used before a sales session to gather information about the customer's needs, preferences, and concerns. This questionnaire helps tailor the sales approach to meet the customer's specific requirements and ensures an ethical and customer-focused conversation. The Pre-Session Questionnaire is meant to give the potential client an experience of self reflection prior to the sales conversation. This helps facilitate the potential clients’ knowing of what it’s like to work with the person or company.
A written or verbal declaration by a salesperson outlining their commitment to Ethical Sales practices, transparency, and serving the best interests of their customers.
A collection of responses and strategies used in Ethical Sales to address objections or concerns raised by potential customers, helping to overcome resistance, checking for customer resiliency, and continuing the sales conversation in a respectful manner.
R
A crucial practice in Ethical Sales that involves taking time to review and contemplate sales interactions and outcomes. Ethical sales professionals engage in reflection to learn from their experiences, improve their skills, and ensure that their actions align with ethical principles.
"The dismissing or refusing of a proposal, idea, or offering. In sales, when a potential customer declines an offer or expresses disinterest in a product or service, the salesperson often feels the reverberation of rejection. Because our brains cannot distinguish between a real and perceived threat, rejection in the context of sales often taps into our self worth or makes us question the value of our services. Ethical sales professionals actively reframe rejection into clarity of customer choice. This allows the sales professional to receive the customer’s decision gracefully, respecting their decision while maintaining a positive relationship.
“Ghosting” and avoidance of a “clear no” are other more subtle forms of rejection."
The emotional and physical discomfort or distress that a salesperson may experience when faced with rejection from a potential customer. Ethical sales practices encourage sales professionals to manage and process this pain constructively, with the understanding that a customer saying “no” is a choice and ethical practitioners honor clarity of choice. The pain of rejection diminishes over time when clarity is the driving force behind the sales conversation instead of driving to a yes.
The Brain Chemicals of Rejection are Neurochemical reactions that occur in the brain when a person experiences rejection. These can include feelings of disappointment, sadness, or stress. Ethical sales practices aim to minimize the negative impact of rejection on the customer.
A sales strategy that prioritizes building long-term, trust-based relationships with customers, rather than focusing solely on short-term transactions. It involves understanding and addressing the customer's needs over time. The philosophy “humans over transactions” describes the relationship first approach.
A format for business and personal relationship reviews to celebrate successes, identify something new happening, define a challenge, and indicate a big picture observation.
S
An environment or space in which both the sales professional and the customer feel comfortable, secure, and respected during the sales conversation., allowing open communication and trust to flourish before, during, and after the sales process and into and beyond the fulfillment.
Ethical sales practices prioritize creating a safe container to foster trust so the customer feels relaxed and safe to share their genuine issues & challenges.
The process of identifying, and engaging potential customers to purchase a product or service that genuinely addresses their needs and provides value.
An opportunity to develop a relationship, build trust, exchange value of time, expertise & information while determining if the relationship is high quality, resilient, and mutually beneficial for the potential buyer to receive or achieve their desired results.
The context or surroundings in which sales interactions take place, including physical settings, online platforms, and the overall atmosphere, whether in person, video or audio call. In Ethical Sales, creating a positive and conducive sales environment is crucial for building trust and rapport with customers.
Negative emotional experiences or psychological harm that both salespeople & customers may have suffered due to aggressive, manipulative, or pressure-filled sales tactics. Ethical sales seeks to avoid causing further sales trauma. If pressure tactics are used in sales, both the salesperson and the buyer are exposed to sales trauma.
A professional responsible for facilitating the sales process by understanding customer needs, building trust, and offering ethical solutions that benefit the customer, the salesperson and the company.
This second of our three core principles of Ethical Sales means that while you're talking with a potential client, you give them the same version of yourself they would get as a signed client with you. Are you bold, empathetic, masterful? Lead with these qualities in your sales conversations, too! Sell The Way You Serve helps you significantly grow your business by aligning your sales approach with the same care, integrity, and dedication you put into serving your clients.
Discussing the 'story' one or both might be telling themselves and others about an issue.
A stage in the sales conversation where the customer shares their doubts, questions, or concerns as part of their decision-making process about a product or service. This refers to the 7 Client Personality Types. Ethical sales professionals support customers in this phase by addressing these concerns with transparency and empathy.
An intentional imaginary sphere to receive someone else’s expression without allowing it straight into your heart or body. It’s a playful tool of the imagination for the salesperson to teach the potential client about so they do not ride the wave of enthusiasm into a yes, they have their own spaciousness to decide what they receive from the expression and have their own knowing.
The range or scope within which a person is receptive to information, ideas, or influences. Ethical sales professionals consider the customer's sphere of reception, respecting their boundaries and preferences when engaging in sales conversations and interactions.
T
A strategy that builds trust relationships with strangers or potential clients by giving them your Time, Energy, & Attention (T.E.A.) in a kind, strategic fashion that creates a safe space for both you and the person you are talking to.
A conversation tool created by the Ethical Sales Institute to help you connect with strangers and loved ones, find more ideal clients and friends, and overall answer the question "So, what do you do?"
The ability to intentionally change perception to slow down, extend, or pause time.
Feeling guilt for the way something has been done and time investment. Using lack of time as an excuse to not experience what one would like to.
The manner in which a sales professional communicates verbally and non-verbally, including voice tone, body language, and demeanor. Ethical sales professionals pay close attention to their tone to ensure it conveys respect and empathy.
Conventional sales practices that often prioritize closing deals quickly, sometimes at the expense of the customer's best interests. Traditional sales drives the conversation to a “yes” and uses tactics such as pressure, persuasion, scarcity, manipulation, and shaming to get people to feel the need to say yes during the conversation.
U
A concept in Ethical Sales emphasizing the importance of continuously evolving and adapting sales practices. It involves letting go of outdated or unethical approaches (unlearning) while simultaneously acquiring new, ethical skills and knowledge (relearning) to better serve customers.
V
In sales, it can refer to the overall energy, attitude, and emotional atmosphere of a sales interaction. Ethical sales professionals have the intention to maintain a positive and harmonious vibration during conversations.
Y
Confirming a truth and adding to it without diminishing either truth.
A list of actions, behaviors, or qualities that you or your company set a firm boundary around to ensure you will NOT enroll clients with these qualities. It’s a protection from burdensome, demanding, controlling and otherwise difficult clients to work with, and this NOT list is personal and subjective to each individual company.
Our core trio of ethical principles that guide sales professionals in their interactions with customers. The Trinity of Ethical Sales is a relational philosophy with three aspects that work together to ensure a trusting environment is laid for a meaningful & productive conversation:
1) Humans Over Transactions
2) Sell The Way You Serve
3) Celebrate Choice
All sales processes, no matter where you come from or what you use, have three stages:
1) The Pre-Meeting
2) The Meeting
3) Next Steps
Four effective and ethical ways to initiate a sales conversation that capture the customer's attention, demonstrate respect, and set a positive tone for the interaction. These openings aim to engage the customer without resorting to manipulative tactics.
Specific and time-bound objectives we use in our 8-week structure to have a gentle experience with goal setting. The 4-week goal is a “numeric” goal that is measurable to allow participants to choose according to their comfort level with setting goals that eventually lead to financial goals.
A categorization of different salesperson personality traits or styles created by the Ethical Sales Institute that sales professionals may possess. Ethical sales professionals recognize their own style and adapt it to match the needs and preferences of their clients for more effective and Ethical Sales interactions.
A categorization of different personality traits or characteristics created by the Ethical Sales Institute that potential clients may exhibit. Ethical sales professionals use this classification to tailor their approach and communication style to better connect with each client's unique personality.
Thoughtful and open-ended questions used in Ethical Sales to engage the customer, stimulate conversation, and gain insights into their needs and preferences.
In the context of Ethical Sales, alumni refers to past customers or clients who have previously engaged with your products or services. Ethical sales practices involve maintaining positive and ongoing relationships with alumni, even after a sale, to ensure their satisfaction and encourage repeat business or referrals.
An Ethical Sales lens to view how our sales processes are set up to begin trust relationships with our potential clients, establish our professional authority, create an emotionally safe space for both us as the seller and our potential clients as the buyer, how we can determine if we're speaking with an ideal client, and more.
Always assuming that the other person has good intentions and is doing the very best they can with the circumstance. Assuming someone would not intentionally hurt or harm you.
Ethical sales professionals use the “Push-Back (or Lean-In) Package” to check for how quickly and skillfully a potential client receives challenging inquiries and responds respectfully and authentically without blaming themselves, their past mentors, or the sales person. The Bounceback Factor is an insight into how a potential client might respond under pressure during a contract, thus helping the salesperson to determine if this person is a right fit for the services offered.
Being thoughtful in your words and actions, aware of your and the other's needs. The act of truly thinking about the other person; to be careful with other's feelings and keep their feelings in minds. And, to be the same for yourself.
This third of our three core principles of Ethical Sales means that you actually celebrate your potential client's decision of whether they say "yes" or "no" to working with you, as long as it's true for them This is a crucial part of disrupting and healing sales trauma, both yours and theirs. And it's key for growing your business by helping you become known by honoring your client's choices: no pushing, no pressure. This fosters loyalty and your stellar business reputation.
"After taking the customer through the Ethical Sales Process, if they arrive at a “clear no” that means they are clear that moving forward with the services offered is not the next best step for them at this time. Clear no’s are honored and celebrated as clarity of choice.
In Ethical Sales practices when a customer says “no” to services it is considered an opportunity to continue to develop in a professional relationship if there is mutual respect and mutually beneficial interests.
"
A definitive and unambiguous affirmation from a customer, indicating their wholehearted agreement or commitment to a proposal or offer.
Identifying and understanding the specific characteristics, needs, and preferences of the ideal customer (Ideal Client Avatar) to tailor sales efforts effectively, to know who to say yes or no to as a client.
A state of uncertainty or lack of clarity that may arise in a sales conversation. Ethical sales professionals work to dispel this cloud by transparently providing clear, direct & honest information to the customer.
The Compassionate Connection Method is about building trust relationships by asking for consent in the sales conversation before exploring more about objections, doubts, financial ability — any of those topics that cause us to get anxious before, during, and even after our conversations. This Method works for personal relationships, too.
A belief in Ethical Sales that obtaining and respecting a customer's consent is not only a fundamental ethical principle but also a way to create a sense of trust and well-being in the sales process. Consent is seen as a soothing and healing element in the relationship.
The frameworks and strategies used by Ethical Salespeople to obtain and maintain consent from customers, respecting their autonomy and boundaries throughout the sales interaction.
The explicit agreement or permission given by a potential customer at the beginning of a sales interaction or through a preparation questionnaire. Ethical sales practices prioritize obtaining initial consent to engage in a conversation or present an offer, ensuring that the customer is open and receptive to the interaction.
Continual agreement or permission obtained throughout the sales process as the customer's needs and preferences may evolve. Ethical sales professionals seek ongoing consent to ensure that the customer remains comfortable and engaged at each stage and is aware of subtle changes in tone of voice, facial expressions, & body language that reveals the truth.
In the context of sales, "Container" refers to the environment or space where a sales conversation takes place, whether in person, over the phone, or online. Creating a positive and respectful container is essential for Ethical Sales interactions. The idea of a container is also extended to the contract or agreement post sale.
Every business that accepts payment has a “current sales process.” How your customer finds out about you, engages in a sales conversation or process, and how they pay for services or products is the current sales process you have.
A concept that describes the natural ebb and flow of engagement and interest in the sales process. Ethical sales practices involve recognizing and responding to these cycles, ensuring that sales efforts align with the customer's readiness and receptiveness.
A metaphorical reference to the heightened awareness and intuition that Ethical Sales professionals cultivate in their interactions. It signifies the ability to empathetically connect with customers on a deeper level, understanding their needs and emotions more profoundly.
A stage in the sales conversation where the customer shares their hopes, dreams, possibilities, desires, and aspirations as part of their decision-making process related to a product or service. This refers to the 7 Client Personality Types. Ethical sales professionals support customers in this phase by listening to, understanding, and asking deeper questions about their dreams and goals.
The emotional and psychological atmosphere in a sales interaction, including the vibes, emotions, and attitudes conveyed. Ethical sales practices prioritize maintaining positive and respectful energy for clarity to emerge.
Sales practices that prioritize honesty, transparency, and the best interests of the customer, ensuring that products or services meet their needs and provide value. Ethical Sales drives the conversation to clarity. Ethical Sales celebrates clarity of choice: a clear yes or a clear no.
The practice of being aware of and acknowledging the discomfort or uncertainty in a sales interaction, particularly when addressing objections or concerns. Ethical sales professionals use this awareness to navigate challenges with sensitivity.
The 4-week goal is an example of a gentle goal. Gentle goals are goals that feel nourishing, not exciting. Exciting goals tend to send us on highs and lows instead of a steady equanimous progress, incrementally toward what we care about. Having 10 conversations about our work in the world is different from enrolling 10 paid participants.
Ethical sales goals that are achieved without pressure, manipulation, or unethical tactics, ensuring that both the customer and the salesperson benefit from the transaction.
When a potential customer suddenly stops responding or engaging in a sales conversation without explanation.
Ethical sales practices involve respecting the customer's choice while maintaining open communication.
When a customer initially agrees or expresses interest in signing a contract or moving forward to work together and then becomes unresponsive or disengaged without explanation. Ethical sales practices minimize ghosting yeses by addressing the hidden nos in the sales conversation.
The practice of equanimity while acknowledging and embracing conflicting or opposing perspectives, needs, or desires. Holding dualities is one way to increase your capacity to receive more in general, and also more subtle information and nuances in the sales conversation because you're not rooted in one way of thinking. You’re always open and considering the opposite view or approach so you can truly understand the needs of your client while maintaining an equanimous or balanced mind.
This first of our three core principles of Ethical Sales means you care more about the person you're speaking with than the transaction of making the sale. Practicing Humans Over Transactions can help you significantly grow your business by fostering deeper, more meaningful connections with your clients and customers.
The deliberate and ethical use of questions, statements, or actions to engage the customer's interest, trust, or curiosity in a way that aligns with their best interests and values. Intentional Activation is a practice within the 3 Cycles of Activation to inquire about the 4 main concerns in sales to check for the resiliency and presence of the customer.
Regular actions and behaviors that cultivate leadership qualities, such as empathy, boldness, kindness, communication, and decision-making skills, in the context of sales leadership.
The traits and skills required for a salesperson or sales leader to inspire, guide, and support their team ethically and effectively. The Leadership Qualities are matched to the ICA; who do you need to be, or what qualities do you need to develop in order to serve ideal clients with your ICA Qualities?
And Ethical Sales lens we look through for improving Emotions / Emotional Safety in our sales conversations and developing a Trust Relationship with our clients and potential clients.
G.E.J.F. – pronounced GEH-jiff – stands for Grace, Ease, Joy & Flow. It's a growth-oriented lens to look through that leads us toward a brighter future where more fun and play abounds.
- Grace manifests as effortless elegance, a divine frequency free from blame, emphasizing humanity.
- Ease transforms challenges into opportunities for growth, embodying the belief that life unfolds for our benefit, not against us.
- Joy, a state of pure delight, invites us to align with its ever-present frequency, infusing playfulness into our challenges.
- Flow is the harmonious convergence of Grace, Ease, and Joy – a natural state of being.
Your personal definitions may shift G.E.J.F. for you, and customization is encouraged!
An Ethical Sales lens to intentionally look at how sales conversations and our sales processes are arranged to logically view where we can improve, one gentle goal at a time. The structure & sequence of any sales process is our roadmap, and reveals the 3 stages of any sales process: Pre-Meeting, the Meeting, and Next Steps.
An approach in Ethical Sales that encourages allowing potential customers the space and time to express their objections or reservations, even if those objections lead to a "no" initially. Ethical sales professionals recognize that allowing people to express their concerns openly can lead to better understanding and potentially change a "no" into a "yes" in the future, if it aligns with the customer's best interests.
An Ethical Sales practice that involves actively and attentively listening to the customer with the intention of understanding their genuine needs, concerns, and desires. Sales professionals who listen for clarity and truth prioritize honest and transparent communication.
A stage in the sales process where things may become unclear, complex, or uncertain. Ethical sales professionals embrace and navigate the messy middle with patience and transparency, working collaboratively with customers to address their concerns and find solutions.
Specialized brain cells that play a role in empathy and social understanding. In Ethical Sales, recognizing and activating mirror neurons can help salespeople better understand and connect with customers on an emotional level, cueing safety, while fostering trust and rapport.
An ambiguous or hesitant affirmative response from a customer, suggesting some level of agreement with some level of uncertainty or reservations. Ethical sales professionals seek clarity in such responses by pausing and collaboratively reflecting on the quality of the yes and inquiring into what aspects of the person is currently a no in the midst of the mushy yes. Mushy Yeses can be heard with the tone of voice, word choice (sure, ok, uh huh) or oftentimes the word yes with the head shaking “no” indicating diversion between body and mind.
A concept from the field of neuroscience and the Polyvagal Theory that refers to the subconscious perception of safety or threat by an individual's nervous system. In Ethical Sales, understanding neuroception is important for creating a safe and comfortable environment for customers, allowing trust to develop.
Acknowledging when a potential customer expresses disinterest or rejects an offer, respecting their decision, and focusing on finding customers who are genuinely interested.
The four primary types of objections that customers may raise during a sales conversation.
These objections are:
1) Time capacity
2) Financial capacity
3) Doubt
4) Decision maker
They all relate back to price, value, trust, and timing. Ethical sales professionals address these objections directly with empathy and transparency to build trust and resolve any concerns without pressure or persuasion.
Having poor boundaries, sacrificing your own needs to attempt to control others' perception of you; the urge to please someone else, at your own expense.
The act of asking probing and respectful questions to explore the customer's needs, concerns, and preferences more deeply. Ethical sales practices involve gentle and non-intrusive probing to better understand the customer's perspective.
Clear and healthy guidelines set by both the sales professional and the customer to ensure respectful and ethical interactions. These boundaries protect the interests, safety and well-being of all parties involved.
A deliberate and respectful moment of silence during a sales conversation, allowing the customer time & space to process information, ask questions, or express their thoughts. Ethical sales professionals use powerful pauses to foster thoughtful communication and avoid pressuring or rushing the customer.
A set of carefully crafted questions used before a sales session to gather information about the customer's needs, preferences, and concerns. This questionnaire helps tailor the sales approach to meet the customer's specific requirements and ensures an ethical and customer-focused conversation. The Pre-Session Questionnaire is meant to give the potential client an experience of self reflection prior to the sales conversation. This helps facilitate the potential clients’ knowing of what it’s like to work with the person or company.
A written or verbal declaration by a salesperson outlining their commitment to Ethical Sales practices, transparency, and serving the best interests of their customers.
A collection of responses and strategies used in Ethical Sales to address objections or concerns raised by potential customers, helping to overcome resistance, checking for customer resiliency, and continuing the sales conversation in a respectful manner.
A crucial practice in Ethical Sales that involves taking time to review and contemplate sales interactions and outcomes. Ethical sales professionals engage in reflection to learn from their experiences, improve their skills, and ensure that their actions align with ethical principles.
"The dismissing or refusing of a proposal, idea, or offering. In sales, when a potential customer declines an offer or expresses disinterest in a product or service, the salesperson often feels the reverberation of rejection. Because our brains cannot distinguish between a real and perceived threat, rejection in the context of sales often taps into our self worth or makes us question the value of our services. Ethical sales professionals actively reframe rejection into clarity of customer choice. This allows the sales professional to receive the customer’s decision gracefully, respecting their decision while maintaining a positive relationship.
“Ghosting” and avoidance of a “clear no” are other more subtle forms of rejection."
The emotional and physical discomfort or distress that a salesperson may experience when faced with rejection from a potential customer. Ethical sales practices encourage sales professionals to manage and process this pain constructively, with the understanding that a customer saying “no” is a choice and ethical practitioners honor clarity of choice. The pain of rejection diminishes over time when clarity is the driving force behind the sales conversation instead of driving to a yes.
The Brain Chemicals of Rejection are Neurochemical reactions that occur in the brain when a person experiences rejection. These can include feelings of disappointment, sadness, or stress. Ethical sales practices aim to minimize the negative impact of rejection on the customer.
A sales strategy that prioritizes building long-term, trust-based relationships with customers, rather than focusing solely on short-term transactions. It involves understanding and addressing the customer's needs over time. The philosophy “humans over transactions” describes the relationship first approach.
A format for business and personal relationship reviews to celebrate successes, identify something new happening, define a challenge, and indicate a big picture observation.
An environment or space in which both the sales professional and the customer feel comfortable, secure, and respected during the sales conversation., allowing open communication and trust to flourish before, during, and after the sales process and into and beyond the fulfillment.
Ethical sales practices prioritize creating a safe container to foster trust so the customer feels relaxed and safe to share their genuine issues & challenges.
The process of identifying, and engaging potential customers to purchase a product or service that genuinely addresses their needs and provides value.
An opportunity to develop a relationship, build trust, exchange value of time, expertise & information while determining if the relationship is high quality, resilient, and mutually beneficial for the potential buyer to receive or achieve their desired results.
The context or surroundings in which sales interactions take place, including physical settings, online platforms, and the overall atmosphere, whether in person, video or audio call. In Ethical Sales, creating a positive and conducive sales environment is crucial for building trust and rapport with customers.
Negative emotional experiences or psychological harm that both salespeople & customers may have suffered due to aggressive, manipulative, or pressure-filled sales tactics. Ethical sales seeks to avoid causing further sales trauma. If pressure tactics are used in sales, both the salesperson and the buyer are exposed to sales trauma.
A professional responsible for facilitating the sales process by understanding customer needs, building trust, and offering ethical solutions that benefit the customer, the salesperson and the company.
This second of our three core principles of Ethical Sales means that while you're talking with a potential client, you give them the same version of yourself they would get as a signed client with you. Are you bold, empathetic, masterful? Lead with these qualities in your sales conversations, too! Sell The Way You Serve helps you significantly grow your business by aligning your sales approach with the same care, integrity, and dedication you put into serving your clients.
Discussing the 'story' one or both might be telling themselves and others about an issue.
A stage in the sales conversation where the customer shares their doubts, questions, or concerns as part of their decision-making process about a product or service. This refers to the 7 Client Personality Types. Ethical sales professionals support customers in this phase by addressing these concerns with transparency and empathy.
An intentional imaginary sphere to receive someone else’s expression without allowing it straight into your heart or body. It’s a playful tool of the imagination for the salesperson to teach the potential client about so they do not ride the wave of enthusiasm into a yes, they have their own spaciousness to decide what they receive from the expression and have their own knowing.
The range or scope within which a person is receptive to information, ideas, or influences. Ethical sales professionals consider the customer's sphere of reception, respecting their boundaries and preferences when engaging in sales conversations and interactions.
A strategy that builds trust relationships with strangers or potential clients by giving them your Time, Energy, & Attention (T.E.A.) in a kind, strategic fashion that creates a safe space for both you and the person you are talking to.
A conversation tool created by the Ethical Sales Institute to help you connect with strangers and loved ones, find more ideal clients and friends, and overall answer the question "So, what do you do?"
Changing one's viewpoint and experience in the passage of time
Feeling guilt for the way something has been done and time investment. Using lack of time as an excuse to not experience what one would like to.
The manner in which a sales professional communicates verbally and non-verbally, including voice tone, body language, and demeanor. Ethical sales professionals pay close attention to their tone to ensure it conveys respect and empathy.
Conventional sales practices that often prioritize closing deals quickly, sometimes at the expense of the customer's best interests. Traditional sales drives the conversation to a “yes” and uses tactics such as pressure, persuasion, scarcity, manipulation, and shaming to get people to feel the need to say yes during the conversation.
A concept in Ethical Sales emphasizing the importance of continuously evolving and adapting sales practices. It involves letting go of outdated or unethical approaches (unlearning) while simultaneously acquiring new, ethical skills and knowledge (relearning) to better serve customers.
In sales, it can refer to the overall energy, attitude, and emotional atmosphere of a sales interaction. Ethical sales professionals have the intention to maintain a positive and harmonious vibration during conversations.
Confirming a truth and adding to it without diminishing either truth.
A list of actions, behaviors, or qualities that you or your company set a firm boundary around to ensure you will NOT enroll clients with these qualities. It’s a protection from burdensome, demanding, controlling and otherwise difficult clients to work with, and this NOT list is personal and subjective to each individual company.
