The Superpower of Ethical Selling: Lessons from a 30-Year Sales Career

We all know the terrible stereotype of a salesperson...

Often we think "Wolf of Wall Street", someone who tries to sell anything to anyone, someone who puts pressure on, charms and lures you in.

Most of us know the reality though, that this represents the MINORITY of salespeople. Most salespeople do it right, they find the right people and help solve their problems with their products and services.

We're on a mission to find the best salespeople and the best sales leaders out there.

This was where we came across Vicky...

Vicky Nisbet , a seasoned sales leader with over 30 years of experience, embodies this philosophy, and her insights offer a refreshing perspective on what it means to be a true sales professional.

Vicky's passion for sales is palpable, and it stems from a deep-rooted desire to solve customer problems and help them achieve their goals. "I love working with customers, really getting to the very heart of what the issue is, what their problems are, what they're trying to achieve, and then especially using technology to help them get there," she explains.

This "detective mindset" is the foundation of Vicky's approach, as she delves into the nuances of each customer's needs to uncover the best solutions.

Far from the stereotypical "pushy salesperson," Vicky believes that the true art of selling lies in listening intently and building genuine relationships. "When it's done right, sales is the best profession in the world to be part of," she says. "I like to wish more people that anyone who is sold to by me will find it a very enjoyable experience, because when it's done right, sales is the best profession in the world to be part of."

Vicky's commitment to ethical selling extends beyond her own practice; she is passionate about changing the perception of sales as a whole. "Sales is a misunderstood profession," she laments. "I am absolutely passionate about changing the world to understand what professional sales is all about."

By sharing her experiences and advocating for the true value of sales, Vicky hopes to inspire others to embrace the superpower of ethical selling. For Vicky, the key to successful selling is not about the latest tactics or gimmicks, but rather a deep understanding of the customer and a genuine desire to help.

"The best salespeople are those that are like sponges that really want to learn," she says. "They are always striving to hear the stories."

If you work in sales we'd highly recommend taking a page from Vicky's playbook and embrace the power of ethical, customer-centric selling. By focusing on listening, solving problems, and building genuine relationships, you can unlock the true potential of your sales superpower and make a lasting impact on your customers and your profession.

We spoke to Vicky LIVE on LinkedIn last week and you can watch the full video interview right here (trust us it is FULL of amazing insights, thoughts on sales leadership, tactics and so much more):

To help you get started here are 10 ways salespeople can sell more ethically and professionally in 2025:

1. Focus on Value Over Revenue

• Prioritize solving the customer’s problem rather than simply closing a sale. Align your offering with their actual needs, ensuring the solution genuinely adds value.

2. Be Transparent

• Share clear and honest information about pricing, terms, and product limitations. Avoid hidden costs or misleading claims.

3. Listen Actively

• Develop active listening skills to understand customer pain points, concerns, and goals. Tailor your approach based on their unique situation.

4. Practice Empathy

• Put yourself in the customer’s shoes. Empathy builds trust and fosters a genuine connection, which can lead to stronger long-term relationships.

5. Educate Instead of Persuade

• Be a trusted advisor by providing helpful, unbiased information. Empower customers to make informed decisions instead of pushing for a purchase.

6. Respect Boundaries

• Avoid overly aggressive tactics, like excessive follow-ups or pressuring the customer to make a quick decision. Give them time to think and decide on their terms.

7. Adopt Sustainable Practices

• Promote and align with eco-friendly and socially responsible products or services. Demonstrate your commitment to sustainability, which resonates with modern buyers.

8. Build Long-Term Relationships

• Avoid transactional mindsets. Focus on nurturing relationships through consistent follow-up, personalized communication, and post-sale support.

9. Stay Updated on Compliance and Ethics

• Keep informed about industry regulations, data privacy laws, and ethical selling standards. Ensure your sales practices comply with these guidelines.

10. Invest in Your Development

• Continuously improve your skills, emotional intelligence, and product knowledge. An informed and confident salesperson earns trust more readily and ensures professional interactions.

These practices can help salespeople maintain a strong reputation while creating meaningful, ethical connections with their clients.

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