The Oath of a Trusted Advisor

by Tim Roberts

The Hippocratic Oath is an oath historically taken by physicians and other healthcare professionals swearing to practice medicine honestly. Written in the late 5th century BC, it appears to be the first attempt at preventing medical malpractice. I’m a firm believer that salespeople should consider following suit before the sales malpractice suit follows them.

The best salespeople I know – the ones who have earned the right to be called “trusted advisors” – conduct themselves as if they have taken an oath. A Sandler colleague in Baton Rouge, Carl Herrick, recently put forth his idea of the Sales Professional’s Oath. I’d be remiss in my responsibility if I didn’t share it with you. Enjoy the read!

I swear to fulfill, according to my ability and judgment, this oath and covenant:

I will choose to “Do No Harm.”  To hold those who have taught me the art and science of professional salesmanship in high esteem and to live my life in partnership with the beliefs taught, including that selling is a true profession when done in a professional manner.  And to teach others by example, in both words and deeds, what it means to be a sales professional, student for life and valued member of the business community.

I will agree to act assertively but never aggressively; the distinction being that confidence and assertiveness are essential and required, whereas aggressive behavior is threatening to either the financial or psychological well-being of the prospect or client, has no place in business and is damaging to the sales profession.

I will seek at all times and in all ways to establish mutually beneficial business relationships that will be built on a solid foundation of respect and trust.  If either party is incapable of establishing or sustaining such a relationship I will choose to end the relationship for I believe in maintaining only healthy relationships in both my business and personal life.  My goal will be to serve, not sell, prospects and clients at all times.

I will respect myself, in mind, body and spirit.  I will also respect my clients, prospects and competitors at all times and all ways.  I will expect my clients and prospects to treat me and the company I represent with equal respect and not as subservient in any way, valuing the solutions we bring to the marketplace as leading to the greater good of the business community, non-profit organizations, government and local citizens.

I agree to be truthful always.  I will ask the questions necessary to identify the reasons a prospect would benefit from purchasing my products/services instead of a competitors.  I will help prospects discover for themselves why buying from my company is in their own best interest.  If I determine my product/service is not a good fit for the prospect I will share my beliefs with him/her, end the discussion and confidently seek other prospects that can benefit by establishing a business relationship with my company/me.  I will do this with confidence derived from an abundance mentality.

If I fulfill this oath and do not violate it, may it be granted to me to enjoy life and art, being honored with fame among my clients and peers.  If I transgress it and swear falsely, may the opposite of all this be my consequence.

At Sandler Training, Trustpointe, we encourage equal business stature, honor and integrity.  To learn more about sacred oaths, mutually beneficial business relationships and the greater good, contact Tim Roberts at 317.845.0041 or tim.roberts@sandler.com.

Can I get a witness?

Download: The Oath of a Trusted Advisor