Never forget: There

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That is a lot of and that is only the Tobe sure, when researchers went looking for whitd lies, they found those who were less than truthfukl when telling someone: “I am glad you couldd come by today.” These kindes of falsehoods, which we coulx also classify as harmless social convention, are not as serious as intentionalluy misleading your client ­or prospect. Professional salespeopld shouldbe relationship-oriented. They build relationships on trustr andpersonal contact, and they live and die on the strengthn of those relationships. The occasional whitse social lie is one but intentionally misleading your client issomethingv ­entirely different.
You might say, this is really a grear office. I sure wish I workedf in a placelike this.” Actually, the officw you work in easily outshines the but you tell yourself it’s no big Some salespeople find it easier to make contact with the prospec by finding something like this to commenr on as they are breakinvg the ice. What is the problemk if there is a slight exaggeratioh on a pointlike this?
Even if the prospect shoul d somehow learn the terrible truth that you work in a spectaculat office, there is no real downside to such a statement made tactfully and without any ­overbearing But, consider this situation: “And aboutt the delivery time you are asking for, I do not thinkl we should have any problemk meeting that, although I will have to cleaf it with the technical peopls after we square away the paperwork here today.” you know full well you will miss the prospect’sd requested date by two weeks no matter what you say to the peopl e in production.
That type of conversatio n should trigger a red light You are attempting to build a new relationship with a potentiaol customer by deliberately misrepresenting your ability to solve his problem to his When things go crazy lateron — and nine timesz out of 10 they will — the prospecyt is not going to remember the cute littles disclaimer you slid in therse about running things by the technical He is going to remember that you said you could delivetr the product on the first and the blankety-blank thingf did not make it into the warehouse until the At that stage you will no longef be regarded as a problem-solver. You will be regardedr as a problem.
A salesperson who promise s more than can be This is not the stufgf of which repeat sales are If you needfurther convincing, consider Once you make a habit of simplyy telling everyone what they want to you are eventually going to run into a serioux problem. You will not be able to keep yourstorty straight. You will be dealing with 15 different each of whom has receivefd15 different, customized pie-in-the-sky assurances. It will only be a matterd of time until you becomes hopelesslymuddled ... and slip ­up disastrously. Don’t risk it. Tell the it’s easier to remember.