How Edenhouse is building trust and credibility in a tough market

3rd June 2019 Written By Sophie Dell

APS LOGOWorking in a competitive marketplace is tough, but as Association of Sales (APS) members often tell them, belonging to the APS can give you the edge when it comes to turning prospects into customers and building strong, profitable relationships.

Edenhouse' Senior Sales and Pre-Sales Consultant, Gareth Lewis, is a perfect example.

Gareth belongs to the APS' fast-growing network of sales professionals and is pleased to share his experience. “Edenhouse' APS membership is something we’re very proud of,” he says. “It gives us an extra bit of credibility. Obviously, you’ve then got to build on that, but I do think it is an important differentiator in an incredibly competitive market.”

Gareth sees the rate of technological business change increasing and works hard to keep his customers ahead of the curve to ensure their success.

He told the APS: “At the end of the day, software is software, it does what it does. The value is what we add as a partner, the way we try and look at the business, look at the issues that exist, look at where they want to be, where they are now. That’s where we add that value.

“Credibility and trust is something you’ve got to build with your customers; you’ve got to work at it to get there. When you’ve got APS accreditation, it’s giving you a good, first start. You should never be in the business to sell software; you should be in the business to improve the business process and add value to the business.”

The APS introduced the first universal code of ethics for the sales profession and the first public register of sales professionals who have to pass an exacting test to prove they are committed to their code of conduct and ethical selling.

Gareth believes the professional APS register is essential for the integrity and credibility of sales professionals.

“The notion, that if anybody in the APS was to do anything untoward, or underhand, they can be struck off is really important. The register gives customers an extra degree of trust and certainty. It demonstrates that our approach will meet our customers’ needs and be compliant in a profession where, up until now, that doesn’t exist.

“When it comes to my customers, the solution has to be right, but the APS gives a framework around that to prove to people that we do take professionalism and ethics seriously.”

So how do customers react if Gareth uses the APS quality mark in a presentation? How does the conversation go? “Very positive,” says Gareth, “because we’re not just putting a few letters on there, it’s at the core of what we do.

“At the end of the day, you’re dealing with people’s businesses; you’re dealing with people’s livelihoods. It’s incredibly important that what you’re doing is the right thing for the right reasons, for the customer.”

About the APS:
The Association of Professional Sales is the leading authority for salespeople, a not-for-profit organisation reinvesting in the sales profession to build standards, trust and education. The APS is engaged with MPs to promote ethical, professional selling across UK businesses and has worked with the government, business leaders and academics to establish sales apprenticeships up to degree and master’s level. We are also campaigning for chartered status to give skilled, ethical salespeople the same recognition as other professions like accountants, architects, and engineers.

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