When in the course of business events, it becomes necessary for one group of professionals to ascend the mantle of professionalism and dedication to excellence, the separate and superior station to which the laws of business and God entitle them, a decent respect to the opinions of the marketplace requires that they should declare the standards which impel them to improve, succeed and excel.
We hold these truths to be self evident, that all clients are created equal, that they are endowed by their Creator with certain unalienable rights, that among these are respect, courtesy, and the pursuit of profitable revenue, That to protect these rights, and to pursue client objectives, Sales Departments are instituted within companies, deriving their powers from the cooperation of the prospected. That whenever any sales department becomes disrespectful of these rights, it is the responsibility of true sales professionals to declare and re-establish new expectations and standards, laying the foundation on such principles and dedicating sales behavior in such form, as to them shall seem most likely to effect their success and happiness. Prudence, indeed, will dictate that standards long established should not be changed for light or and transient causes. But when a long train of abuses and usurpations are imposed upon clients and customers, Sales Professionals know that it is their right, it is their duty, to throw off such practices, and to openly declare new standards for the future security of their profession. The history of sales includes a history of repeated injuries to clients and to the decent standard of customer care. To prove this, let facts be submitted to a candid business world about such Untrained sales people and just some of the unprofessional practices they are guilty of.
They have not respected the time of their prospects
They have attempted to sell the product before selling the appointment
They have failed to qualify for a fit with a proper needs assessment
They have asked too many unimportant questions
They have asked too few meaningful questions
They have failed to dig deeper into responses to questions
They have sold into responses to questions
They have attempted to force a fit
They have talked too much
They have not listened enough
They have uttered statements like “the coffee is for closers” and “every prospect is a viable prospect”
They have overly focused on features and benefits
They have failed to find their client’s pain
They have not followed habit 5 “seek first to understand, then to be understood”
We, therefore, the trained sales professionals of all business sectors, virtually assembled, do solemnly publish and declare that the standards of sales shall be based on an ethical, professional, respectful, courteous and equal interaction with our clients and prospective customers. We pledge our sacred honor to finding the needs of our customers, addressing them, and not talking all the time. We assert the right of all people to drink coffee, even and especially if they are collaborators and not “closers”. Tea is also an acceptable substitute. We take no position on the righteousness or lack of it in placing pineapple on a pizza.