I work with business owners every day; I use my efforts to increase their bottom line profitability through increasing not only sales volume but margins as well.  Selling is just one of the legs of successful companies and it just happens to be the one I focus on.  I’ve discovered, over the years, that one of the keys to both a company’s wealth and a salesperson’s financial well being is honesty.  Dishonesty will eventually destroy not only the company, but the salesperson as well.  There are no shades of gray with honesty and integrity.  One either chooses to be honest or dishonest, there are no degrees.  Black and white, that’s all there is.  Honesty will always prevail, though it may take time.

Every day honest salespeople are buffeted by the dishonest actions of salespeople who preceded them.  Daily, we are forced to deal with and try to overcome the selfish acts of those thoughtless salespeople who cared only for themselves with total disregard for those who try diligently to promote the integrity of our profession.  I listened to a report on the radio the other day that suggested that more than eighty percent of people lie on their resumes and that in a job interview two lies are told every fifteen minutes.  Though the mores of society appear to be in decay, we can still be true to ourselves and to our noble profession.

Truth and right will always prevail.  Make that your motto as you face the world in your role as a salesperson.  Speak the truth, act the truth and be truthful in all you do.  You can be as an oasis in the desert as you deal honestly with your customers and prospects.  The greatest service you can provide them is an honest assessment and a genuine solution to their problems.  You are fortunate to work in a noble profession and bear the responsibility to maintain its integrity.  Lay to rest the temptation of embellishment.  Curtail the thought of excluding pertinent details.  Make honesty your badge of honor in all you say, in all you do and in all you are.

Years ago I read this insightful poem written by Dale Wimbrow and published in The American Magazine in 1934.  I share it with you for your quiet and introspective contemplation.
Man In The Mirror

When you get what you want in your struggle for self,

And the world makes you king for a day,

Then go to the mirror and look at yourself,

And see what that man has to say.

For it isn’t a man’s father, mother or wife,

Whose judgment upon him must pass,

The fellow whose verdict counts most in life,

Is the man staring back from the glass.

He’s the fellow to please, never mind all the rest,

For he’s with you clear to the end,

And you’ve passed your most dangerous, difficult test,


If the man in the glass is your friend.

You can fool the whole world down the pathway of years,

And get pats on the back as you pass,

But the final reward will be heartache and tears,

If you’ve cheated the man in the glass.