{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"7 Ways to Close More Sales\u2026 Ethically","description":" This episode of The Sales Today Podcast is a little different - a live webinar recording where Fred Copestake breaks down a practical approach to closing more sales without compromising how you do business. At the heart of it is a simple idea: ethical selling isn\u2019t about being \u201cnice\u201d or \u201csoft\u201d\u2026 and it\u2019s definitely not about making things complicated. It\u2019s about finding the balance - what Fred calls the Goldilocks dilemma. Too hard? People assume ethical selling is expensive, slow, and requires a complete overhaul of processes and training. Too soft? Others worry it means becoming passive, giving everything away, and losing commercial edge. The reality sits in the middle. Done right, ethical selling creates win\u2013win\u2013win outcomes - where the customer benefits, the business benefits, and the salesperson can stand behind what they\u2019ve done. Fred reframes ethical selling as something practical, not philosophical. Yes, there are principles behind it - honesty, transparency, integrity - but what really matters is how those principles show up in day-to-day sales conversations. That\u2019s where tactics come in. This episode introduces the ETHICAL model, a framework designed to make ethical selling usable in the real world. It focuses on seven key areas where small shifts in behaviour can lead to better conversations, stronger relationships, and ultimately more deals closed. A big theme running through the session is clarity - helping customers make sense of their situation. Buyers don\u2019t just want information; they want support in making decisions. That\u2019s where good salespeople stand out. Fred shares seven practical takeaways you can apply immediately: Asking better questions - not just more questions, but the right types. Open questions, probing prompts, hypotheticals, and even silence all play a role in helping customers think more clearly. Leading with a flaw - being honest about where you might not be the best fit builds trust faster than trying to be perfect. Treating value as something to discover together - not something you present, but something you co-create with the customer. Prioritising buyer safety - making it easy for someone to say \u201cno\u201d creates more honest conversations and better long-term outcomes. Using the \u201cDoes it make sense\u2026?\u201d close - a low-pressure way to move things forward while respecting the buyer\u2019s process. Thinking like a partner - shifting from \u201cselling to\u201d someone to working alongside them changes the entire dynamic. Negotiating through exchange, not concession - the simple \u201cIf you, then I\u201d approach keeps value balanced on both sides. And finally, adopting a growth mindset - recognising that selling is a skill you continuously refine, not something you\u2019ve \u201calready mastered.\u201d What ties all of this together is intent. Ethical selling isn\u2019t about tactics alone - it\u2019s about using them in a way that genuinely serves the customer while still achieving commercial outcomes. The result? Better conversations, stronger trust, and more sustainable success.   Follow Fred: https:\/\/linktr.ee\/fredcopestake   Watch this episode on YouTube: https:\/\/youtu.be\/rW02bZ1i-bU   Watch Fred\u2019s FREE YouTube Course: Sales Mastery for Engineers: https:\/\/bit.ly\/Sales-Mastery-For-Engineers   Useful resources Take the Collaborative Selling Scorecard \u2013 free Check how well your sales approach fits today\u2019s buying environment https:\/\/collaborativeselling.scoreapp.com\/   Listen & Subscribe If you enjoyed this episode, follow The Sales Today Podcast for more practical insights on modern selling and leadership. ","author_name":"Sales Today","author_url":"http:\/\/throughpartnering.libsyn.com\/website","html":"