How many times have you felt you’re being lied to by a salesperson? Why do most salespeople feel compelled to lie to make a sale? How far are they willing to stretch the truth?
I find the idea of being lied to in general quite offensive and in a business context it insults my intelligence. I was approached by a company that sells this unique 3D TV advertisement – they were launching this technology in airport locations – they were very polite and courteous – at first I felt that they were very genuine and sincere. I expressed my interest in the technology and my willingness to give it try – that’s when the lying started! Here’s how the conversation went:
“John, I want us to do business together, and that’s why I’m going to do something for you! As I told you before, I had all the spots sold out but one of my so-called loyal customers backed out at the last minute and I have an opportunity of selling you this at a very discounted price with the hope of establishing a foundation for future collaboration. Originally the cost of this ad is $75,000 and there’s also the cost of production, but I’m willing to offer it to you for only $15,000 and I will bear the production cost. The only catch is that I would need your answer by tomorrow morning since the engineers are flying in from Germany, and I pay those guys by the hour – so I would like to get the started as soon as possible”
WOW! You know what – I bought it! Why would I even think that he’s lying. I mean I explicitly expressed my interest in the product and he didn’t have to give me that whole introduction for the $15,000. He could have simply pitched that and I would have gone for it just the same. The fact is, I didn’t realize I was lied to until 5 months later. Another salesperson from the same company rang me up and tried to sell me the same deal for a different location and guess what, he used the same exact selling line! How do you think I felt, stupid! But who do you think lost the deal!
The age of transactional selling is over! You can’t expect to survive in the information age if you intend to follow a hit and run strategy! You might get lucky once, but not twice!
Guess what builds long term relationship? what generates more referrals? more leads? more sales? Consultative selling* is the answer – in laymen terms it’s called Honesty – cause lies don’t sell anymore – Think About It