This article is authored by our CEO, David Vincent
In any sales situation I firmly believe that how we sell is just as important as what we sell. While some vendors rely on negative tactics—criticising competitors or inducing doubt– we at smartTrade Technologies champion a different, fundamentally ethical path. Positive selling isn’t just a strategy; it’s the bedrock of our core values, and it resonates powerfully with our clients.
Our passion for sports at smartTrade is well-known. Much like in sports, I believe the only effort that truly matters is the one we deliver on the field for our clients. The chatter before and after the game? It’s nothing but noise. We focus relentlessly on delivering tangible value and helping our clients capitalize on their flows. We leave the negativity to those who lack a real game to play.
This positive approach is a direct reflection of my unwavering commitment to integrity. We don’t just avoid negativity; we proactively build genuine value in every single client interaction. Warren Buffett’s wisdom captures this perfectly: “In looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if they don’t have the first, the other two will kill you.” I insist that integrity is a non-negotiable principle that must underpin every engagement, from the first conversation to the lasting partnership.
The market validates our stance. Client feedback consistently affirms our approach. Time and again, clients and prospects tell us they demand vendors who showcase their strengths, not those who denigrate others. They seek partners whose culture mirrors their own values, asking the vital questions: “Can we build a successful partnership? Is this company truly trustworthy?” The verdict is clear: negative tactics are a sign of weakness, not strength, and they invariably backfire.
As Michelle Obama powerfully put it, “When they go low, we go high.” Our unshakable dedication to positivity forges stronger relationships and builds long-term trust. This commitment is what decisively sets smartTrade apart from competitors who try to tear others down.
Positive selling is hardwired into the core values I’ve embedded at smartTrade:
- Team Spirit: We foster collaboration, ensuring we deliver nothing less than superior solutions for our clients..
- Engagement: We engage deeply with clients, driven by an unwavering belief in the value we provide.
- Respect: We demonstrate profound respect for our clients’ knowledge and judgment while maintaining absolute professional courtesy towards all market players, including competitors.
Our strategies—Consultative, Value-Based, Relationship, and Solution Selling—are all engineered for long-term value and deep trust. Conversely, negative tactics—criticism, FUD (Fear, Uncertainty, and Doubt), and disparagement—might yield fleeting gains but inevitably destroy trust. That is not the smartTrade way, and I demand this ethos from every member of my team.
Make no mistake: we thrive on competition. It is essential. It fuels innovation, sharpens our products, and guarantees clients the choice they deserve. Competition pushes smartTrade to relentlessly advance our ultra-low latency technology, enhance world-class trading and payments solutions, and expand our asset class coverage. A vibrant, competitive market serves everyone.
Positive selling at smartTrade isn’t just ethical – it’s smartBusiness.
At smartTrade Technologies, positive selling is more than our moral compass; it is our strategic imperative. This fundamental approach builds profound trust, reinforces our brand identity, and cements our position as a leader in a complex industry. By choosing to lead with integrity and value, we don’t just win deals – we build enduring partnerships and forge a stronger future.