accuracy in sales
DESCRIPTION
Telling the truth in the sales process is integral to long-term client relationships. Dr. Charles Luke shares a brief overview of why this is important.TRANSCRIPT
Accuracy in SalesThe Value of Truthfulness in the Sales
ProcessPresented by
Dr. Charles Luke
Agenda
Discuss
•Value of Truth in Sales
•Why People Lie in Sales
•Results of Lying in Sales
Engage
•Processing About Truth in Sales
•Provide Thoughts and Input
Commit
•Make a Conscious Commitment to Always Provide Truth in Sales
Is Truth Really Important?
Truth is Elemental
OOur society values truth as the means to determining justice.OFor example – Swearing
an Oath in a Court of Law
Lying Destroys
OThe humanity of the person lying based on their ability to make free choice.
OThe dignity of others and their ability to make free choice based on accurate information.
What Causes Lying in Sales?
OLack of Product KnowledgeOLack of Relationship
Confidence with ClientOInterest Only in the Sale and
Not the ClientOCognitive Dissonance
(Unbelief)
Results of Lying
OInability to deliver (stalled or failed implementation/operation)
OLoss of trustOLoss of reputation
Why Tell the Truth?
OTo preserve human dignity.
OTo engender trust.
OTo establish a strong reputation.
OTo follow through on promises.
OTo establish strong relationships.
Commit
ODo you want strong, trustworthy client relationships?
ODo you want greater social and financial impact?
ODo you want a sustainable business growth model?
Truth Pledge“I promise to always be truthful to my clients in my speech and demeanor about my product and performance. I will endeavor to know as much about my product and services as possible so that I can be clear, direct and truthful – preserving dignified, trustworthy and meaningful relationships between myself and my clients at all times!”
Signed ____________________________
COMMIT to the “T”