In his book, How I Raised Myself From Failure to Success in Selling, Frank Bettger shared an experience where he learned how to inspire trust and confidence with others.
When Frank was getting started selling life insurance, he went on a joint call with his supervisor, Karl Collings.
They took an order from a promising prospect. After a physical examination revealed a physical impairment, the life insurance company issued a “modified” policy.
“Must we tell the man it isn’t standard?” Frank pleaded. “He won’t know it, unless you tell him, will he?”
“No, but I’ll know it. And you’ll know it,” answered Mr. Collings.
When they delivered the policy, Mr. Collings said, “I could tell you this policy is standard and you probably would never know the difference, but it’s not.” He showed the man the difference. “However,” said Mr. Collings, looking the man straight in the eye, “I believe this contract gives you the protection you need, and I would like you to give it very serious consideration.”
Without the slightest hesitation, the customer said, “I’ll take it,” and wrote a check for the full year’s premium.
Karl Collings inspired trust and confidence because he deserved them.
He also built his own self-respect by always acting honestly in the best interests of his customers.
“The wisest and best salesman is always the one who bluntly tells the truth about his article. He looks his prospective customer in the eye and tells his story. That is always impressive. And if he does not sell the first time, he leaves a trail of trust behind. A customer, as a rule, cannot be fooled a second time by some shady or clever talk that does not square with the truth.” – George Matthew Adams
Today, there are too many people who don’t have the courage and self-respect to tell the truth and “tell the Emperor he has no clothes.”
I think this is a reason for starting your own business, so you aren’t expected to “go along with” your employer’s misbehavior. You are responsible for running your own business with integrity. You can say “no” to customer demands to act unethically.