Recently I made a major purchase, and I asked the sales representative a question he simply could not answer. Rather then choose to help me the right way and get back to me, this salesman obviously choose to improvise on the spot. He not only lied to help the sale along, but he really damaged the credibility of his company in doing so.
Needless to say I invested my money elsewhere, and unfortunately for him, his boss is one of my Winners Edge subscribers.
So that begs the question - Have you ever been asked a question at a sales meeting you don't know the answer too? Of course you have.
How do you react to it? Do you fumble your words searching for answers that make sense, or do you lie? Do you try and fake your way through it, or do you have a plan how to handle such situations? Well, if you're reading this my money is betting that you're a person of sincere integrity and character.
Here's the thing, you don’t have to have all the answers all the time. The moment you try and fake it, your prospect or client senses your disingenuousness. Let me say it another way, they know you're lying immediately.
So what can you do to turn the odds in your favor? Honesty and candor are always the best approach.
Simply respond by telling the truth. "I want to provide you with the absolute best service and results possible, and in order for me to do that I'm going to have to research you question further to get you the correct answer."
Your prospect or clients will respect your character and business integrity. This is true in all areas of life. So, my point in this week’s article is this: who do you know that engages in this type of behavior that you can immediately go out and positively influence? Who's professional life, and more importantly, personal character can you help transform.
Go forth and be a force for good!
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