Selling With Dignity

Selling

With Dignity

Endorsements

Whether you are considering a career in sales or have been in the sales profession for decades you are going to love this book. You can sell with dignity. Harry will show you how. This is a step-by-step playbook that will encourage, inspire, and equip you to sell more and find fulfillment as you do.

Darrell Amy, Author of Revenue Growth Engine: How To Align Sales & Marketing to Accelerate Growth

Harry Spaight is one of the most inspiring people I know. He has a way of connecting with people that is raw and powerful. And he has not only brought a massive amount of value to my life, he has impacted my very existence. His new book, Selling With Dignity, will have the exact same effect on so many that pick it up and read. If you’re looking for a sales book that endorses selling with honor and integrity, this is the book for you.

Dale Dupree, CEO of The Sales Rebellion

"Harry Spaight is an amazing individual! Above that, he is one who sells with dignity and always goes above and beyond for his clients. I highly recommend his new book Selling With Dignity and that you hire Harry to increase your sales and profitability."

Daniel Gomez, Keynote Speaker, Executive Speaker, Corporate Trainer, Award-Winning Business Coach

"Selling With Dignity is not just a fad, it’s a philosophy that will ensure sales professionals build incredible relationships, help many people, and earn a great amount of income. I’ve had the unique opportunity to work with Harry and see him selling with dignity since 2009. I can easily say that there isn’t another person who can build rapport and gain trust with his clients as fast as Harry does, and that’s a huge part of being successful in sales. I’ve seen people not buy from Harry, but refer him to their friends. I’ve witnessed people pay more than they could have, just to do business with Harry and his teammates. And I’ve experienced Harry doing the right thing for his clients when it was easier not to. He understands what it means to love people and have their best interests in mind. He knows how to be successful, and it’s all laid out in this book."

Eric Konovalov, Author of B2B Sales Secrets and Co-Host of Lead Sell Grow - The Human Experience Podcast

"Harry Spaight delivers brilliant and timeless knowledge on how to optimize your mindset as well as your sales skills in Selling With Dignity. The approach is not only more enjoyable, it also produces the highest levels of success. It is packed with valuable advice around psychology, communication styles, how to banish self-limiting thoughts and how to be the best human being you can be. Being a better person will make you a better salesperson and you will find joy in both. Two huge thumbs up!"

James Muir, Founder & CEO of Best Practice International

Harry Spaight takes living through relationship-building to a level few will ever achieve. In an age where technology is overly treasured, Harry’s book will convince you that being genuine, trustworthy, and kind will be immensely more rewarding.

Stephen Rolla, Senior Partner Pros Elite Group

"Selling With Dignity is spot-on! Treating your prospect with dignity is not only the best sales approach...it should be your ONLY ‘go-to’ sales approach. Providing your solutions with honor and respect is the way to create happy, long-term customers that come back for years to come."

Scott Schilling, Executive Coach, International Trainer & Speaker, Vice President of Strategic Partnerships

"Harry preaches and teaches that sales is a noble profession and should be driven by a love for people and a genuine concern and care for others. (Can I get an Amen?) In Selling with Dignity, Harry dismantles the outdated sales mindset and methods that no longer support and serve today’s modern professionals. Harry dives into the skills that all professionals need today to be successful and thrive in the new business environment. His book is informative, engaging, and filled with ideas and insight into the respectable and fun world of sales."

Liz Wendling, President of Insight Business Consultants and Author of The Heart of Authentic Selling

"If you are looking to increase your sales make sure you pick up a copy of Selling With Dignity. In this book Harry will show you not only how to sell with dignity, but more importantly how to build lasting relationships. Make sure you take notes, but more importantly make sure you apply these incredible tactics so you can succeed not only in sales, but also in life."

Christopher J. Wirth, Speaker, Trainer, Mental Performance Coach and Author of The Positivity Tribe and the host of the No Quit Living Podcast

"How can a sales job become a fulfilling sales career? How can we develop our personal sales brand in such a way that clients trust us and refer their own contacts to us? How does one succeed in sales and still sleep well at night? Selling With Dignity will show you how Harry did exactly that and how you can, too. By sharing timeless nuggets of wisdom and many firsthand stories of what the day-to-day sales world is like, this book is a blueprint for honing your craft."

Curtis Ziemba, Professional Educator-Sales Cox Communications

Dedication

To my wife Kathleen, thank you for living the dream with me. The journey with you never gets old.

To Audrey, Harrison, and Shepard, you inspire me to be the best I can be. As Napoleon Hill said "Whatever your mind can conceive and believe, it can achieve .’’ Pursue your dreams throughout your entire life.

To all those who would like to succeed in sales without compromising your values, this is for you. Selling in a dignified way will result in tremendous relationships and rich financial rewards.

Acknowledgments

A hearty thank you goes out to all of my collaborators and encouragers. You have helped me to put into writing these core values that I hope will be of immense value to those that read this book.

Foreword

There is a well-known poem by an anonymous author, entitled, People always come into your life for a reason, a season, or a lifetime. When you figure out which it is, you know exactly what to do.

I am a firm believer that people come into your life for a reason. Some may call it intuition, some may call it being at the right place at the right time or some may call it pure luck.

In this crazy, busy world we live in today which is digitally driven, socially connected, and mobile empowered, we have the opportunity to meet and connect with people in many different ways.

That being said, Harry Spaight and I connected via LinkedIn on April 1, 2016. And at that moment in time, neither of us realized the profound impact we would have on each other, our journey, and our lives.

In bringing Selling from the Heart, the book, and the podcast, to the forefront; I didn’t realize the movement and impact this would create within the sales world. It became crystal clear, this is what brought Harry and I together in a deep and meaningful way.

I believe relationships are built, nurtured, and strengthened at the heart level. They are further nourished through honor and dignity.

What a privilege and blessing to write the foreword to Selling with Dignity.

We’ve all heard the old saying, like attracts like. This unequivocally applies to my deep and personal relationship with Harry Spaight. Relationships flourish based upon conversations, intentional curiosity, and a sincere desire to truly leave someone in a better state of being.

The more conversations I had with Harry, the more I was drawn to Harry. The more I kept wanting more. What I admire about Harry is his giving and servant mindset. Spend a few minutes and you will soon find this to be true.

I am a firm believer that in order to give one must lead with a helping hand. Harry learned this first hand through his decades of missionary work which he then transferred over into sales.

Dignity, the state or quality of being worthy of honor or respect.

So, how do salespeople in a post-trust sales world, where many buyers are skeptical and leery of them become respected? They sell with honor, dignity and carry themselves with high degrees of professionalism.

In reading Selling with Dignity, you will soon start to uncover that Harry is giving himself to you. Harry has created and provided the roadmap to what I believe is the holy grail within sales… selling with honor and dignity. It’s about giving, serving, and leading with your heart.

You will discover Selling with Dignity

Does not mean manipulating customers into giving you money.

Does not mean you lead with deception

Does not mean that you relentlessly haggle people until they give in.

Rather Selling with Dignity means

You intentionally listen to your buyers’ needs and guide them to the best solution to their problems.

You genuinely care about others and connect them to your product/service because you are confident that what you do makes a difference.

Your genuine belief in yourself and what you do is so contagious that you inspire others into taking action.

Selling is an honorable profession. What takes it to the next level is when it is done right, done with respect, care, and a giving heart.

In 1936, Dale Carnegie wrote one of the all-time classics, How To Win Friends and Influence People. I believe the core foundation of the book lies within Selling with Dignity, it is about building relationships and changing the way people think.

This can all be accomplished by treating today’s buyers and your clients with dignity and respect. Honor, cherish, and value who they are and not for what they may buy from you.

As Harry refers to throughout his book, selling is as fundamental as buying. I encourage all those in sales to apply the principles within this book to bring honor and dignity back into selling.

I can’t possibly stress enough the importance of leading your life with dignity, honor, and respect. Apply this to your sales career and you will transform your relationships with your clients, and isn’t this what you crave?

Selling with Dignity is a lifestyle.

Larry Levine

Author of Selling from the Heart, How Your Authentic Self Sells You.

Introduction

I was clearly the one that stood out as different. It wasn’t just about the age either as I was starting this new adventure at age thirty-five. I was in the middle of what was referred to as a sales bullpen. Rows of three tiny cubicles that were probably thirty inches wide without any dividers. There was no room to speak of. If you rolled the chair back one would bump into the person behind them. The only divider was the barrier that started at the desk. In this bullpen were young men, recent college grads with their pressed white shirts and ties getting their start in the competitive market of selling copiers. I was getting started myself but I had some catching up to do being ten to twelve years older than most. Even my manager was considerably younger. I felt like an old man who would be learning from the kids. Sort of like asking your own kid to show you how to use a feature on your smartphone. But this would be more complicated than that. If I was ten years younger, I would still be older than the majority. If they were ten years younger, they would have been in eighth grade! Talk about an age gap!

A few months prior I was riding around on dirt roads on my little motorcycle with my wife, serving others doing mission work in a third-world country, the Dominican Republic. I was there to help others, to serve people, and make my small contribution in life. Picture a person carrying around a Bible visiting others, helping with the building of churches, speaking from the stage, or helping people make some serious life changes. That was me for the previous fifteen years. I was comfortable in that world.

Now here I was, seemingly light-years away and sitting in my new very different surroundings. There was no privacy, no quiet conversations, it was all out in the open. I heard too many private conversations in hush tones that were heard by the other eight people nearby. There was no coming and going as I pleased, there were clocks and regular working hours and of course, a manager nearby to keep an eye on what people were doing. I can tell you, for this free spirit, this was definitely going to require some serious adjusting. One was my immediate group of peers. Their conversations were about sports, girls, all alcohol-laced with some adjectives that I hadn’t really heard since I was a teenager in high school. My former peers in the mission work were people that never cursed. Our curses were words like fudge, shoot, darn, and crap. If I was one that was offended by cursing, I wouldn’t have lasted an hour.

Despite needing to adjust to the new very different surroundings, I also needed to learn. I knew squa-doodle (non-technical term for being clueless) about business and technology. I would be calling on businesses and people who would be recognized by titles like IT Director, IS managers, MIS, CFOs, CTOs, and Creative Directors. I needed to find out what each of these was and what their challenges were