We have spent the last several weeks talking about cultures and how they impact sales. From climate to the barter system, we’ve highlighted their importance in the sales relationship. This week, we wrap up the culture series with a look at guilt and mercy vs shame and honor. How do you honor client culture?
Guilt and Mercy Culture
“Every man is guilty of all the good he did not do.”
– Voltaire
This statement truly represents the guilt and mercy culture well. When something goes sideways, that individual takes ownership of the failure. In turn, mercy is given with the understanding that these things do happen. The person acknowledges the wrong and works to correct the repercussions.
Shame and Honor Culture
“Honor and shame from no condition rise. Act well your part: there all the honor lies.”
– Alexander Pope
Honor and shame do not exist until they are created by someone’s actions. Selling in this culture can be tough because when shame is created by an error, the fault is not admitted. Instead, you bring honor back by remedying the situation. It’s the actions taken that restore harmony back to the sales cycle.
How Do You Honor Client Culture?
So how do you know what culture you’re selling in and the appropriate way to respond in a guilt or shame scenario? In our video, Steve talks you through the nuances. And if these culture discussions have you realizing you may need some help, reach out to us. It’s what we do.
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