In my dealings with Buyers, I shall…
Be Buyer-Centric by prioritizing their interests to source solutions ahead of my own to make a sale, not simply to be altruistic, but because I genuinely believe that is in my best interests too.
Act with Integrity by being ethical, honest, transparent, and notwithstanding my personal interests, free of bias.
Appreciate their points of view by being curious, listening attentively, and confirming my understanding with them.
Seek to understand their commercial, professional, and (relevant) personal situations, requirements and desired outcomes, and perceptions of value.
Focus on their outcomes by collaborating to create solutions that deliver the results/value they want and by appreciating that no product or service is a solution until they say it is.
Be sincere by curating relevant information and insights, highlighting what they may overlook, and respectfully challenging their thinking to facilitate informed decision-making.
Reduce their risk in buying by acknowledging that change creates risk and by highlighting the risks that I become aware of and potential strategies to mitigate them.
Empower their advocacy by recognizing their potential difficulty in gaining stakeholder acceptance of change and equipping them with resources that validate the benefits.
Respect their timelines by appreciating that they will buy when they are ready and that my sales goals are of no interest to them.
Offer fair Commercial Terms that are at least comparable to those I offer to other buyers under similar circumstances.
Support adoption by ensuring they receive the necessary guidance and support to effectively use and gain value from whatever they buy from me.
Represent my employer honestly and conscientiously and apply my best efforts to the achievement of its objectives, short of compromising this Code.
Keep Learning to expand my knowledge and capabilities to stay relevant and of value to them.