20 APR Lies are the Inevitable Sales Killer
Nearly a quarter of sales people unashamedly confess to being dishonest in order to close a sale.
The irony is this number would probably be much higher should the sales people surveyed be telling the truth. Lying in a sales situation not only damages the credibility of the individual but also the sales profession as a whole. No matter how it is flowered up, 'exaggerating' and 'telling fibs' are lies. And lies will undoubtedly destroy sales.
In order to be successful at sales, credibility is paramount. Sales professionals at the pinnacle of their game are honourable, sincere and above all, honest. By staying true to this rule, the inevitable consequences of lying will be circumvented.
So, what the most common lies used by sales people?
In my experience sales people tend to heavily exaggerate statistics. With the threat of intense competition it becomes all too simple to embellish figures in order to clinch a sale over a rival. However, should a prospect become aware of this deceit, the sales opportunity will be lost indefinitely.
Sales people are constantly working under extreme pressure, with targets to meet within what is, in effect, an extraordinarily tough profession. It is this pressure that can result in lies being told.
An example I see all too often relates to delivery times. Say a product takes a week to be delivered, in order to secure a sale, the first sales person promises the client delivery in three days, whereas the second sales person gives a two-week timeframe.
Although the first sales person's approach may appear more attractive, his promise will fall apart in three days' time and the client will be left disappointed and disillusioned. Whereas the second sales person is delivering a week earlier than quoted, making the client satisfied and much more likely to repeat business.
I therefore cannot stress enough the importance of honesty in any sales situation. Rather than exaggerating numbers, focus on the accurate truths of your product or service. In any case, it takes seconds for a prospect to research facts and figures delivered in a sales pitch, and seconds to determine whether or not they were lied to.
The truth is, in order to succeed at sales, stick to the truth.