July 2025 – A-BioAnalytics

How to SELL By Design, & Not By Chance

About this article ?

This article gives an Overview of how to do Sales by design & not by chance! So, sales by design involves making plans for steady growth despite problems and obstacles in the sales process. We know that the market systems are getting more competitive, and one cannot rely only on the natural capability of the salesperson or their charm :).
Also, sudden reactive efforts or sudden short-term plans to get new customers of land will not help for the long-term growth. So the Mantra is SELL BY PLAN, NOT BY CHANCE.
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Overview of Sales by design not by chance

So the sales by design is a new approach where the basic focus is on better planning and coordination. So what happens at sales is not only an art, but it is properly formalized and based on a logic-based discipline; the unpredictability is removed! So one can expect good results based on it.
So sales by design means having the right sales processes in place, plus good Strategies and a better customer experience to get the best results. All should be well planned to get results. This is similar to how an architect designs a structure or an engineer who makes machines. So with the proper design, better and more consistent outcomes would come. Structure has to be in place.
So the game here is to develop sales by making a repeatable system, and it can be repeated over and over again! This could involve making a full picture of the client’s journey throughout the buying process. The first interaction is when the awareness builds up, and the last is done after purchase. That is the post-purchase advocacy.
So naturally, the choice is to improve each step of the journey methodically using pre-planned methods and steps. Also, check the key performance indicators or KPI’s at each stage, plus use of proper tools in the process for speed and accuracy.
Here’s what’s happening. For example, lead generation is transforming from being hopeful for a job to a well-organized process that combines digital marketing and proper personalized content, and a network for reference as well. So the prospects qualify also, instead of gut feels, a very clear quantitative process is defined, which is clear and measurable.
The Best approach is to make sure that every engagement with a customer or most of the engagements with the customer lead to successful conversions, despite the diverse personality of the salesperson. The end of the final effect is higher efficiency, better scalability, less loss of customers, and more accurate forecasting of sales.

1. The Blueprint Way of Thinking

So one cannot get proper sales just by chance; it has to be well planned and performed to achieve success in sales.
So basically, luck is not by chance; it needs proper and careful planning methods and techniques. So the best people in sales look at every interaction as a part of a wealth plan, and they try to coordinate the tables and the customer’s needs for the best results. So sometimes the spontaneity is used for going with the flow, but to have long-term gains, one needs a proper plan in place.
So the basic blueprint in mind set or a planned mind set of the salesperson is to figure out the market and then locate the ideal customer profile and plan for each step of the sales process. All this is done to get the best results. This takes out guessing out of the equation, letting salespeople be able to produce predictions & projections and also come up with proper answers for every interaction in advance.

2. Knowing the Buyer’s Journey Design-driven selling starts with knowing the buyer’s journey.

So the second part knows the buyer’s journey. So, in the design-driven selling scenario, it means how the customer goes from being aware of the product or solution to making a decision. Person goes for a planned approach & knows when to educate the customer and when to care or empathize with the customer, and when to close the deal. So also, instead of pushing gently, lead them into sales.
So basically, a salesperson has to work as a coordinator or a collaborator rather than a person who pushes for sales to happen. This approach can greatly boost the conversion rates. That means he has to customize the messages and offer very appropriate or exact solutions, and work in a creative and consulting way. One needs to figure out what the customer wants and what the pain points are.

3. Managing time and setting priorities

So to be able to sell by design, one has to manage time very effectively, and time blocking for various sales activities like prospecting, follow-ups, ups, or closing discussions keeps the sales funnel healthy and makes things go forward.

So basically, the best salesperson looks at the 80:20 rule with their focus on 20% of the task that gets the most things done for them or revenues for the salesperson. So, this means putting the quality leads in place, looking at or focusing on the key accounts. Also, focus on putting ahead the right conversations that bring money ahead of low-yield tasks or the tasks that take a lot of time with fewer results.

4. Making systems to keep things the same

So, the most important thing is to make systems or technical structures to make the sales happen. Technology naturally makes fewer mistakes and gives more mental space for high-value selling. So it could be while using CRM to keep track of interactions, or maybe doing automatic follow-ups with the clients. Also, using a template for typical objections that one faces in the sales process.
So, the most important thing is that the client wants to trust you and trusts your consistency. When customers have a consistent and professional contact, they feel more confident. So that they trust the salesperson’s solution more. The systems in place help the business to grow faster with fewer errors and also bring up the new team members very fast, or what we call the ramp-up process.

5. Making decisions based on data

So when it is a design-based sales approach, the guesswork is reduced naturally. What’s working & what’s not working could be based on the metrics-based methods rather than only a gut feel. Like what are the conversion rates, the length of the sales cycle, and the cost of acquiring a new customer, etc, could be used as a figure of merit to find out what should be done. So the salesperson has to check all these numbers regularly to ensure that resources are used in the best possible manner.
So, making use of data or objectivity doesn’t mean that personal touch is lost! It simply means making smarter choices, so that the salesperson can more quickly adjust to changes in the market and improve the pitches. This naturally helps to make better predictions about the sales stuff. All this naturally contributes to Greater results and a better and stronger pipeline for sales.

6. Always getting better and being able to change

So one has to be open to change, and this is an important part of selling by design. The market conditions, the buyer behavior, and the competitive environment are always changing. So, modify the techniques to keep up, so they try to stay ahead of the curve. One has to always be learning based on feedback, based on better training, and using one’s analysis and Reflection.
So being adaptable also entails trying out new methods and trying to get rid of old methods. Dedicated towards improvement and remaining curious as well to make the success happen over and over again! No matter what happens outside the Salesperson’s control.

Conclusion

So what’s happening that has been discussed is not only a game of luck in the Sales field. One has to transform all into processes and methods in order to make success repeatable and expandable. One is Able to generate predictable success by thinking like a blueprint or clear plan in mind. Flexibility is needed for better performance. The world is changing very fast, hence the people who sell by design are stronger & are more useful or relevant and always are ahead of the competitors.

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Ethics & Values in SALES!

How SALES is a REJECTION Business & How to Win!

Role of Ethics & Values in SALES!

⁣⁣ About this article?⁣⁣

The article explores the criticality and role of ethics and values in the sales process. We aim to establish the role of basic honesty and integrity in fostering long-term customer trust, leading to improved sales and professional success. So especially given the best & ethical sales practices, like giving autonomy to the customer to make their decision, or avoiding manipulative tactics, and building a value-based relationship
Now in contrast to ethical dealings in sales, there are many times dishonest selling, which may include misinterpretation of things to suit oneself. Hiding product problems or flaws or pressing or manipulating the client to buy. Highlighting to show the long-term damage of such behavior is indicated. When the right things are done consistently, with good sustainability and credibility, naturally the customer loyalty builds up. The salesperson is able to earn self-respect as well.

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All of this is supported by research based on how to sell adaptively. You can try it for FREE to help you make a lot more sales. Below this article is the link for FREE trials and benefits!
1. What are ethics & values in sales?
So the next question is, what are ethics and values? Values in sales refer to moral principles and beliefs that suggest the proper behavior while doing sales-related interactions. Like between the seller and the buyer. It should include transparency in communication, honesty in communication, plus integrity & fairness. So also respect for the customers. So the right kind of ethical salesperson would aim to understand the customer’s needs genuinely first and then offer the solutions that add value to the customer. Rather than simply suggesting a product to meet his basic targets. So the basic foundation of ethical sales is trust, and that can be built by consistent, fair, and honest communication.
So the value system in the sales extends beyond simply honoring one’s sales commitments. It includes respecting the customer’s confidentiality and avoiding being manipulative while selling something. It’s also about respecting the customer and being accountable after the sale is over. So a value-driven salesperson looks at the long-term relationship rather than only the short-term profits or speed of sales. So here the basic decision-making is guided not only by immediate profits or gains but instead by long-term benefits. So this reflects the character of the sales guy and the company’s reputation well.
So in a general sense, sales ethics include proper fairness in pricing and not making any false claims. So again, the product or the solution limitations have to be indicated explicitly and clearly. Additionally, one has to honor the refund and warranty commitments as well. Ethical sales help in increasing the company’s credibility and help in more referrals & repeat business. Also, long-term customer retention is there. So without a strong ethical foundation, the salesperson cannot build trust and damage the brand image created.
2. Ethical Dealings and Cheating in Sales
So ethical dealings basically have a method of looking at long-term success and building up credibility rather than looking at instant gains or profits or gratification. In ethical dealings, sales should be such that the customer is always informed and suggested to be fair and honest about all facts related to the sale. There is after-sales support for sales as well. Also, the buyer’s autonomy and decision-making are supported here. Again, the hard-selling tactics are avoided, and giving a bait to buy is also avoided. It’s not that the customers’ ignorance about information is being taken advantage of in the sales process.
So cheating in sales, in contrast, could mean manipulating data or hiding the product limitations or misrepresenting the performance of how the product or the solution functions, or the limitations of the same. Pressure tactics of force while purchasing—all these have to be avoided. So this could amount to fraud as well. This could include, say, exaggerating the features or overpromising the delivery timelines or even saying something wrong about the competitors. Cheating may win in the short term, but in the long term, reputation gets harmed, and one can get into legal trouble as well, and the company may go down in image.
So when we do ethical dealings, we need to protect the buyer and seller both in the process. Industries where there are long sales cycles or repeat customers are expected and high trust is expected—doing ethical business is the best way to handle it. This especially applies to financial products or real estate or pharmacies as well. Cheating at times seems to win initially because it will not be tested or noticed. But negative word of mouth and disengagement among colleagues in the team can also happen with these practices; the overall trust and confidence go down.
3. When to Walk Away from Business in Sales (Unethical Sales)
So the salesperson, to maintain his integrity or personal values, can walk away from an organization that forces him to compromise on the same. So what are the compromises that a salesperson could face, such as misleading the customer or misrepresenting the products or practices? So also unethical practices like bribery or discounts that are not accounted for. Helps to preserve the salesperson’s integrity if he walks away in time.
So ethical boundaries are even more important when the customers are more vulnerable, like senior citizens or new buyers. Or people who are in distress and trying to buy. Also if it is the case when the business or the client puts pressure to hide information. So it’s better to walk away without the commission or quota and not compromise on professional integrity in such situations.
At times the sales professionals can have internal pressure from their manager to achieve the targets at any cost. So due to pressure, the salesperson has to compromise on the sales with things. But one should have the courage to say NO. So one also has to forego the benefit of a bonus or maybe the risk of losing a job to maintain one’s integrity. Managing the integrity is very important. Selling should feel genuine, and the salesperson should try to meet the customer’s needs better.
4. What is Dishonest Selling?
Now, what is dishonest selling? It’s where the salesperson misleads or deceives the customer. That is just to make the sales happen. This could be intentional in the form of giving false benefits of the product or solution. It could also be by falsely disclosing incorrect benefits and not giving the limitations of the product or solution. So also incorrect information about product or solution availability or exaggeration of warranties or hiding the actual cost is dishonest selling. So making manipulative emotional appeals while selling is also not good for integrity and values. Because at the end of the day, it will break the trust between the buyer and the seller.
Now in the marketplace generally the dishonest selling is cloaked or hidden under a polished sales pitch or the persuasive charm of the sales guy. It makes the customer decide to have the full information. So this is a dishonest view of dealing with the sales. Also, like, trying to sell a feature that has no added value is a dishonest thing to do. Again, pushing the customer towards a suitable plan is unethical. The damage or impact of dishonest selling often goes unnoticed until the customer faces consequences like the product failing in certain situations or delayed delivery or even unexpected expenses in the process.
So overall dishonest selling affects the company culture and reduces the brand trust and does not give a good message to the fellow employees. This is because the other employees will also try to cut corners to get rewards faster by cheating! It can lead to severe issues or conflicts and customer backlash as well. Now, as we know, the honest salesperson will always try to get more trust and become more loyal. So that they get repeat business and get references as well for future business. So he will never try for fast or hasty sales.
5. Evaluate Your Values in Sales
Now one needs to evaluate or reflect upon the basic guiding principles for the day-to-day sales decisions. If I sold the same thing to myself, would I buy it? So that helps to clarify whether one is selling with proper integrity and honesty and not simply going after numbers in sales. It is clarity in values that is a very good reference point in very complex or, maybe at times, tempting sales situations.
So getting the feedback from the clients and peers helps to get your clients’ trust. They return to you and refer you to others. It means that you are giving a proper value to the customer and doing ethical selling. And one needs to introspect on the sales behavior that is under pressure. Also should not deviate from the basics. Especially when one is trying to hit larger targets. And focus has to be kept that while doing sales, the failures of the system should not be hidden.
So the salesperson has to see that if his system is an ethical system & is in harmony with a company’s value systems. If the environment rewards integrity in the long term & trust-building or not. So then it is much easier for the salesperson to stay with the company and focus on the values. One needs to see if the culture of the company itself promotes shortcuts and celebrates aggressive & deceptive tactics. As then the alignment of the ethics would not be great. Like someone selling peanuts on the train, the core focus is somehow to sell the maximum number of peanuts without caring much for integrity, etc. One may want to reconsider their job and the methods they use for selling. It is important to understand what kind of legacy you are creating. So one needs to safeguard one’s integrity and self-esteem in the process. Respect for core values, improved practices, and ethical methods must be adopted to achieve better results in the long run. Introspection and reflection on one’s actions & aligning one’s actions with the ethical or better organizational goals are much needed. And the professional salesperson has to ensure that their work is not only profitable but also based on principles and is well-respected by the customers in the long run.

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