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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