“If you don’t deceive, you won’t sell” or “If you don’t help, you won’t sell,” - this, or almost this, is how many ordinary people think about sellers. I thought the same thing in the early 90s, when I started my own business and opened a research and production company for software development. Little by little, life changed my perception of the sales process. Working in the field of information technology (hereinafter I will use the abbreviation “IT”), I became convinced that it is rare to find so many honest and dedicated people as among salespeople. It is naive to think that salespeople in IT companies are “white fluffy bunnies” and they live in some kind of sterile world where there is no bribery... Nowadays, there are rare companies that managed to survive without paying kickbacks to clients, especially if they are clients from the public sector or large corporations . I have devoted almost a quarter of a century of my life to the IT industry and know many examples of companies that either “as a matter of principle do not pay bribes” to clients, or try to avoid it for ethical reasons. What is my goal in addressing this topic? – I’ll say right away that I’m definitely not going to read moral lectures. - Then why? – Observing the development of relations between the seller and the buyer, I see that increasingly the benefits for the business outweigh the importance of kickbacks in various industries. Sometimes an experienced bribe-taker is ready to destroy a project if he has not received “what is his,” uttering the sacramental: “So don’t get it from anyone.” But even he is forced to take into account new realities, and requires his suppliers-benefactors to help him prove to shareholders and the directorate the benefits of his investments, justify the economic and other feasibility of purchasing expensive products and services. In the field of high technology, when it comes to selling software, complex and knowledge-intensive products, the process of such justification is not obvious. Companies come to me that would like to build a sales system similar to Western companies that have been very successful in this. They are no longer satisfied with sales managers, whose main task was previously to find someone to give a bribe to in order to receive an order, and even save money. The success of many Western companies that have entered our market shows that a sales system based on finding benefits for the client is effective and can work even in our realities, and recently it is increasingly in demand.