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Ethical Sales for Helping Professionals

How to help the right person make a clear decision, without pressure, manipulation, or pretending to be someone you are not. Every section gives you what they might say and exactly what you can say back.

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They say is what a prospect might tell you

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You say is language you can use word for word

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Skip this is what to stop saying

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🌞 Part 1: Who You Are in a Sales Conversation

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The big question: Who am I supposed to be in a sales conversation, and what is sales for?

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Your role in the conversation

Your job is not to make someone need your service. Your job is to help the right person understand what they want, what is getting in the way, what support may help, and whether your offer is an appropriate next step.

• What ethical sales means

What have you learned about sales?

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Your turn: reflect and write

• When I think about selling, I tend to feel…

• The story I have learned about sales is…

• A sales behavior that feels uncomfortable to me is…

• What I want prospective clients to experience when they talk with me is…

• What would ethical, clear, client-centered enrollment look like in my field? </aside>

• Which messages should you keep, and which need updating?

The five fears

Open each fear, write your answers, then read the reframe underneath.

• 😬 “I do not want to be pushy or manipulative.”
• 😬 “What if I sound salesy, fake, or unlike myself?”
• 😬 “What if they say no, think it is too expensive, or reject me?”
• 😬 “What if I cannot answer every question or guarantee the result?”
• 😬 “What if I recommend the wrong thing?”

Pressure-based selling vs ethical enrollment