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APS builds credibility and trust in a tough market

29 May 2019   (0 Comments)
Posted by: Adam Harding
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Working in a competitive marketplace is tough, but as our members often tell us, belonging to the Association of Professional Sales (APS) can give you the edge when it comes to turning prospects into customers and building strong, profitable relationships.

Gareth Lewis, a senior sales and pre-sales consultant at Edenhouse Solutions, is a perfect example.

Gareth belongs to our fast-growing network of sales professionals and is pleased to share his experience. “Our 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 has worked in the software business for almost 20 years, advising clients on the best solutions to build their businesses and increase productivity and profitability. He has worked with major software houses and has run his own company. Now, at Edenhouse Solutions, Gareth is a leading partner with software corporation SAP across a variety of businesses and sectors.

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 our 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.”

Gareth Lewis, senior software consultant at Edenhouse Solutions and APS registered professional 10567