There is a very simple question that we can ask ourselves when faced with a decision: If I had an audience watching me make this decision, what would my choice be then?
In sales we frequently find ourselves up against choice between making a sale that may not be the best fit for the client but that will make us a quick buck, or doing the right thing for the client and advising them that our product or service is probably not the best solution for the need at hand. As painful as it can be to choose the latter option, I have found unequivocally in my sales career that it pays off in dividends down the road. Not only do you feel better about your choice, but you earn the client’s trust, respect, and referrals as well.
The key to repeat business from a client is earning a seat at their table as a trusted advisor, not simply a vendor. Making tough but responsible calls like this is one of the quickest ways to do so, and is also a sign of leadership and integrity.