We’ve discussed “levels” of ethics – from the bare minimum of “only sell a product you believe the customer needs” to “recommend a competitor if you believe their product is better”.

Everyone I’ve spoken too sees the first as necessary – but many see the second as going too far. In their view, “your job is to best represent your product – it’s up to the competitor to represent theirs”.

The interesting this is that overwhelmingly, those involved in selling professional services will choose to uphold the higher standard. Those mainly focused on selling products will stick with the lower standard. It seems to indicate that trust is needed more in selling professional services.

Ian