Never forget: There

That is a lot of lying, and that is only the To be sure, when researchers went looking forwhitw lies, they found those who were less than truthfup when telling someone: “kI am glad you could come by today.” These kindsa of falsehoods, which we could also classifu as harmless social are not as serious as intentionally misleading your client ­otr prospect. Professional salespeople shouldbe relationship-oriented. They build relationship on trust andpersonal contact, and they live and die on the strengtb of those relationships. The occasional white sociapl lie isone thing, but intentionally misleading your clieny is something ­entirely different.
You mightr say, “Gee, this is really a great I sure wish I worked in a placelike this.” Actually, the office you work in easily outshines the but you tell yourselt it’s no big deal. Some salespeople find it easie to make contact with the prospect by finding somethingy like this to comment on as they are breakinbgthe ice. What is the problem if there is a sligh exaggeration on a pointlike this? Even if the prospectr should somehow learn the terrible truth that you work in a spectacular office, there is no real downsided to such a statement made tactfully and withouty any ­overbearing flourishes.
But, consider this “And about the delivery time you areasking for, I do not thinkm we should have any problem meeting although I will have to clear it with the technical people after we square away the paperwork here today.” you know full well you will miss the prospect’xs requested date by two weeks no mattedr what you say to the people in production. That type of conversationb should trigger a redlight warning.
You are attempting to buildc a new relationship with a potential customer by deliberately misrepresentingv your ability to solvee his problem to his When things go crazy lateeon — and nine timew out of 10 they will — the prospectr is not going to remembefr the cute little disclaimer you slid in there abouy running things by the technical people. He is goingv to remember that you said you could deliver the produc t on the first andthe blankety-blank thinv did not make it into the warehouse untipl the 15th. At that stage you will no longetr be regarded asa problem-solver. You will be regarded as a A salesperson who promises more than canbe delivered.
This is not the stufc of which repeat salesare made. If you need further consider this: Once you make a habit of simplyh telling everyone what they want to you are eventually going to run into aseriouz problem. You will not be able to keep your story You will be dealing with 15 different each of whom has received15 different, customized pie-in-the-sky assurances. It will only be a mattedr of time until you becomer hopelesslymuddled … and slip ­up Don’t risk it. Tell the truth; it’s easieer to remember.

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