Steer Clear Of This Behaviour In Sales
In this article we are going to identify a behaviour known as expedient behaviour. It is something which we as sales people should be very cautious of. In our line of work circumstances will present themselves and give opportunity to such behaviour, however, we must strive not to fall into this trap.
So let me start by explaining what it is.
Expedient behaviour is best described as behaviour fuelled by scarcity to do what’s easiest and quickest. Often the driver for expedient behaviour is for short term gain for instantaneous gratification. Such behaviour leads to undesirable long term results and negative consequences.
The best example of this in the general world would be eating the wrong foods. How many times have you witnessed either yourself or people around you crumble under pressure and succumb to temptation. For example by indulging in eating fast food or drinking alcohol.
The person whom vows to start a diet and then gives in to eating a McDonalds Big Mac is displaying expedient behaviour. Their instantaneous gratification is the tasty yet potentially unhealthy Big Mac, yet the negative consequences are breaking the diet and the adverse effects on their psychology such as their will power in the future.
So how does this relate to sales?
Well expedient behaviour can appear in any workplace or role, especially within sales. Typical actions include:
- Not providing the full picture or facts
- Over or under specifying for the customers’ needs
These are but a few examples of expedient behaviour. There are also a long list of consequences and ramifications.
I wrote an article previously which demonstrates expedient behaviour perfectly whereby a sales person tries to take advantage of a customer by attempting to sell over-specified products to make more money. You can find this article here:
If you conduct any of these behaviours you’ll see some short term gain, maybe you’ll make a sales but at the price of a long term sales relationship.
Long term sales relationships are what we aspire for. To have customers that trust us and remain loyal for the long term. Sales success is underpinned by long term sales relationships not quick sales.
As I stated in the previous article, the key traits to obtain long term sales relationships are:
Stick to this and avoid expedient behaviour and you’ll be well on your way to a successful career in sales.