Years ago my wife and I were in the process of buy-
ing a new washer and dryer. During the conversa-
tion, the salesperson mentioned that he owned the same set we were
considering. However, he would not make eye contact as he expressed
this statement. My instincts kicked in and I immediately felt that he was
lying to me, which caused me to distrust everything he said from that
point forward.
Unfortunately, the sales profession is fraught with dishonesty. Th
at
means many prospects and potential buyers are reluctant to believe the
claims they hear. Th
ink of situations you have been in when a salesper-
son has made a promise to you and failed to follow through. If you’re like
most people, this caused you to become less trustful of anyone who sells
for a living.
Honesty in sales means:
not selling a product or service to someone who does not need it
being straightforward about delivery schedules, back orders, and so on
not embellishing or exaggerating the capabilities of your product
or service
turning down a job that does not fall into your area of expertise
•
•
•
•
“If you tell the truth, you don’t have to remember anything.”
Mark Twain
THE POWER OF
HONESTY
SECRET
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