7 Ways to Close More Sales...Ethically!

What does it really mean to close more sales ethically? In this live webinar, Fred Copestake explores seven practical ways sales professionals can improve results without relying on pressure, manipulation, or outdated closing techniques. Delivered on behalf of the Institute of Ethical Selling, this session looks at the reality of modern sales: buyers are more informed, more cautious, more emotional, and often more overwhelmed than ever before. In that environment, ethical selling is not about becoming passive. It is about becoming clearer, more relevant, more collaborative, and more effective. Fred introduces the ETHICAL model and shares simple, tactical ideas that salespeople can use straight away - from stronger questioning and buyer-safe closing, to value discovery, negotiation, and partner-style thinking. This is a practical session for anyone who wants to improve sales performance in a way that feels credible, confident, and commercially smart. In this webinar, Fred covers: - Why ethical selling is often misunderstood - The “Goldilocks dilemma” of ethical sales - What win-win-win really means in practice - The ETHICAL model for modern selling - Seven practical tactics to help close more deals - Why buyer safety matters in the decision process - How to follow up and prospect in a more ethical way Whether you work in business development, account management, sales leadership or client relationships, this session offers a clear and useful perspective on how to sell well without compromising trust. To learn more about the Institute of Ethical Selling, including certification and membership, visit: https://ethicalselling.institute 0:00 Introduction & What's Happening in Sales Today 3:24 – Overview: 7 takeaways & session structure 4:43 – About Fred Copestake & the Ethical Selling book 6:54 – Why people resist ethical selling: The Goldilocks Dilemma 8:17 – Win-Win-Win: The core of ethical selling 11:02 – The ETHICAL Model explained 14:33 – Tip 1: Questioning Skills** (8 questioning tools) 19:14 – Tip 2: Lead with a Flaw** (Transparency & Integrity) 21:15 – Tip 3: Value is a Mystery** (Holistic Value-Centric Approach) 23:19 – Tip 4: Buyer Safety & The Perfect Close** (Informed Decision Making) 27:20 – Tip 5: Think Like a Partner** (Collaborative Relationship Building) 31:27 – Tip 6: If You, Then I** (Adaptive Negotiation) 34:00 – Tip 7: Growth Mindset** (Learning & Growth) 36:17 – Summary of all 7 tactics 37:22 – Q&A: Ethical outreach / prospecting 40:06 – Q&A: Dealing with prospects who keep delaying 42:11 – Institute of Ethical Selling: membership & certification 45:33 – Q&A: How long to follow up with undecided prospects