When the Going Gets Tough, the Values Show Up! - Deborah Reynolds

Major challenges trigger questions of one’s values and the true test of character begins. Running a business, working with team, customers and clients, although exceedingly rewarding and exciting, lends itself, on occasion, to the harsh realities of diverse personalities and this is when integrity issues show up.

Competition can bring out both the best and the worst in people. There are those who do not have one good thing to say about anything or anybody, and in the process of closing the sale, they trash the competitor. They think they look good when in fact they look bad, and so does the company and the products they represent. Gossip, criticism, theft of intellectual material, and violation of trust are some of the personality attributes that surface.

There are four values that are difficult to assess in people – loyalty, commitment, integrity, and trust. It is when you face difficulties that you soon become aware as to who lives and works by these core values. In most cases, how you do anything, is how you do everything. I believe that how you do anything, is how you do most things – not everything. We are creatures of habit. In sales, whether b2b or b2c, good habits and good values result in the trophy winners.

But it’s the personality and discipline issues in people that determine business success, not the business itself. Rise above competition and take the high road, doing what you do best and make sure your competitors do not have any reason to point fingers. By default, you’ll end up behaving in an integral fashion. Make sure all the finger pointing and criticism does not have any basis in fact.

Through commitment, business creates massive opportunities and can enhance your own life along with the lives of the people you serve. If you aren’t successful in business, your family doesn’t experience any of the benefits.

ACTION POINTS
Who are your competitors? Get to know them and their products, displaying integrity as you do.

Thank your competitors for being so challenging so you can be the best you can possibly be in your industry.

Do not stand for gossip and don’t trash your competitors or their products – the comments often aren’t correct. The more dirt you throw, the more ground you lose. Unfortunately, it happens in the business world on a consistent basis and there are no winners in the long run.