Many years ago I had the displeasure of knowing a person that had this ignorant notion that if the sales person was able to get each person one time they would die a very wealthy person. This person over promised and under delivered for the highest price possible. Lying was an option to this person to convince the client to choose them.
 
 What happened to the clients? The client's felt they were lied to and abused. The client feels as if they were ambushed into making a decision by false promises. They were left with a bad taste in their mouth and the only way to get rid of this bad taste was to explain their feelings to others. The client cannot help spreading vicious rumors that included the whole team that this unethical person belongs to and help destroy the team. When you run with wild dogs there will be fleas that become attached to the pack.
 
 The mistrust becomes a huge obstacle to overcome. It takes time and an enormous effort from the team with no mistakes to bring the client back to the organization with complete trust and faith that you can deliver on the promises that are made. Reputation lost is a very difficult item to resurrect in comparison to building a great reputation. History traditionally repeats itself and that is how people think and react to a failed reputation.
 
   I speak the truth. A reputation speaks volumes of whom and what you have become and what you will be in the future. A damaged reputation has two courses to take one keep on going until you have hit each person once. The second is a long road to hoe to rebuild and reshape the reputation that at times seems like an unwinnable or unobtainable goal to reach. Normally with a terrible reputation there is not enough spirit to take the second road to travel. They simply do not care to repair the damage and figure if they get each person once they can retire a wealthy person. What good is wealth if you cannot enjoy it with family and friends?
 
   I have witnessed a person on a team destroy the reputation of the whole team. There is never a time to allow your ethics, ethical behavior, honesty and integrity to escape the sales process. Walk away from these hollow places and remain the person you want to be and become. Embrace these behaviors to win in life and afterwards. Be proud to look at yourself in the mirror and say I have done instead of saying I wish I had done.
 
 Reputation is a coat that all professionals display. This coat is envision by all and spoken by many. Wear this coat proudly. Let this coat maintain its shine and one color that is not different with each person. Let everyone see the coat and that the coat is one that stands the test of time that protects all clients. When protecting the client the sales technician has the concerns of the client covered and they are the main ingredient with the process. Doing what is in the best interest of the client rather than the sales technician and organization.
 
 The reputation is controlled by the sales technician's actions and the organization. These actions are both verbal and physical actions. It is the promises made by the sales technician and how the organization keeps those promises. Right or wrong the promises made must be kept and the word honored. Many organizations use the phrase under promise and over deliver. This is one way to deliver on the reputation. Interpret this statement a product sold is to be delivered to the organization in ten days promise to have the product within twenty days and complete the transaction by delivering the product in ten or fifteen days. Promising the product in ten days and the manufacturer fails to deliver in those ten days the company has become a liar and soiled their reputation. Through no fault of their own or is it their fault for not following up on the promise and product to make sure that it could be delivered on their promise. It is easy to fail with keeping promises when the sales professional and organziation over promise and under deliver.
 
  Remember that the coat is superior to the body that it covers. This distinguishes the difference between a great reputation and a lousy one. Keep in mind that the reputation is one that protects the client and their dreams. It nurtures the client and never manipulates the client to make a decision that they do not want to make at this time. Instead we help the client receive what they want and need. We do bits and pieces for the client and not to the client preserving the reputation of a helping hand. Help the client discover needs and wants building the reputation as a giver instead of a taker.
 
 The road to success is to develop a great reputation that proceeds through every sales effort and opportunity. The reputation helps the sales technician and organization grow and develops regional ties to the community. The reputation helps with building stronger relationships with individuals that become cheerleaders for that organization and team. Let your reputation be the guiding light for many years of successful engagements with the many clients who will love doing business with the organization and team.

Richard Alan Hilliard