No matter how good you are as a salesman, you’re only as good as the people and product behind you.

Of all the Rules of Sales I think this one is my favorite. I have been very fortunate to work for a great team when I was selling cars, and then an even better team when I started selling Rails development at Integrum. A great salesman can only sell what can be realistically delivered. If you have faith that your team can deliver what you’re selling, then your life gets a lot easier. If you can’t trust your team then it is hard for you to put your own reputation on the line – ultimately that is your biggest asset that you can lose in a sales transaction.

This works both ways though as well: If you are constantly over-promising what your team can deliver and overtaxing their trust of you will eventually be less of a help than you are worth. It is a fine line to walk, but one that you must be very aware of at all times. Be sure that you are in constant communication with whoever you are relying on to fulfill what you are selling so that you are sure to be in the right position here.

More from Conrey

• Rules of Sales: Rule #2
• Rules of Sales: Rule 6
• Rules of Sales: Rule #1
• Rules of Sales: Rules 4 & 5
• The Rules of Sales

Conrey Recommends

• Nine Examples of Sales Excellence (The Sales Cooke)
• The Destructive Force of Fear (The Sales Cooke)
• Three Principles of Relationships in Sales (The Sales Cooke)