Salesmanship
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Telling The Tr
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uth Counts
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by Bette Price
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INTEGRITY HAS ALWAYS PLAYED A KEY ROLE IN BUILDING POSITIVE SALES RELATIONSHIPS, yet in reality, just how often do salespeople tell the truth? Unfortunately, not as often as one might think, as reflected by the following statistics revealed in a survey conducted within the sales management sector:
So, just what does it mean to tell the truth and why is telling the truth particularly important during tough times? Let�s begin with the why. Since September 11, nothing is the same nor will it be for an undetermined time. In times of uncertainty, people need truth to hang on to more than ever before. When doubt, fear and uncertainty prevail, knowing that you can count on being told the truth � even in the smallest matters � becomes an important factor of feeling secure in the decisions one makes. As salespeople, telling the truth, the whole truth and nothing but the truth, you will differentiate youselves from your competitors and it will build the trust that will generate loyalty and referrals. It will enable you to be seen as a resource beyond just the sale. It will cement in your customers� minds a belief that their interests are truly being met and that their transactions are being handled in a fair and honest manner. |
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