About
Build trust and long-term relationships
Ethical Selling emphasises the importance of building trust with customers. By being transparent and acting with integrity, salespeople can establish strong, long-lasting relationships that lead to mutual success.
Create solutions that add value
The book guides readers on how to create solutions that truly align with customer needs. By understanding what the customer values and addressing their concerns, sales professionals can offer meaningful, customer-centric solutions.
Deliver on your customer promises
A core principle of Ethical Selling is delivering what you promise. This means following through with honesty and providing the results or outcomes you’ve committed to, ensuring that the customer feels satisfied and respected.
Drive results with the ETHICAL Model
The book provides a clear path to success through the ETHICAL Model. By using empathy, adaptability, and a focus on customer outcomes, salespeople can drive better results, build loyalty, and achieve long-term growth.
Introducing the ETHICAL Model
Empathetic Communication:
- Engaging in active dialogue to understand customer needs and wants.
Transparency and Integrity:
- Operating with honesty and clarity, providing accurate information.
Holistic Value-Centric Approach:
- Prioritising a way of working that focuses on customer value and desired outcomes.
Informed Decision-Making:
- Ensuring customers can make decisions with the right information, respecting their autonomy.
Collaborative Relationship Building:
- Thinking like a partner to build deeper and long-lasting customer relationships.
Adaptive Negotiation:
- Approaching negotiations ethically and using flexibility to for win-win outcomes.
Learning and Growth:
- Embracing continuous learning and developing a growth mindset to stay
Meet the Author
Fred Copestake
Fred is Founder of Brindis, a sales training consultancy
Over the last 24 years he has travelled round the world 14 times visiting 36 countries working with 10,000 salespeople
Using this to understand the challenges salespeople face he has taken what really makes a difference in modern selling and used these in his book 'Selling Through Partnering Skills’.
Aware of the unprecedented speed of change in the world of sales in his second book 'Hybrid Selling' he addressed how salespeople can adapt and evolve their approach to avoid becoming irrelevant. This quickly went to number one on Amazon after it’s launch.
'Ethical Selling' is the next natural step for sales professionals moving with the times
He is host of the popular Sales Today podcast
Institute of Ethical Selling
About
The Institute of Ethical Selling (IES) was founded on the belief that trust, transparency, and integrity should be at the heart of every sales interaction.
It is dedicated to transforming the sales profession by providing education, resources, and certification for individuals and organisations committed to ethical practices.
The mission is to create a global movement that elevates the standards of sales, ensuring that both buyers and sellers thrive in a relationship built on trust.
Why Join?
Position yourself and your team as reputable and reliable, emphasising long-term relationships over short-term gains.
Attract clients who value ethical practices whilst enhancing customer satisfaction and gaining repeat business.
Benefits for your
Customer
Demonstrating your accreditation helps establish a foundation of trust with clients and customers from the outset. This trust is crucial for developing long-lasting business relationships.
Benefits for your
Company
This enhanced reputation can differentiate you in a crowded market, attracting more clients and partners who prioritise ethical considerations in their business dealings.
Benefits for your
Conscience
By investing in long-term relationships rather than short-term gains, accredited professionals at the IES will see improved sales outcomes and internal satisfaction as a natural result of their investment.
