The previous post about partnerships seems to point the finger at customers who lie and take advantage of salespeople. We all know that this IS a two way street.
Salespeople today must have the highest integrity and serve customers well. Without that trust, clients will be unwilling to give the business to you even if they have to pay a higher price. AND customers have a very good memory if they think they have been, uh, mishandled.
Perhaps the most common type of lie or simply being "misleading" is lying by omission. Frequently, there is all kinds of information that has no relevance and doesn't need to be discussed. However withholding information that is relevant that could cost you the sale can sink your career faster than a canoe with a 12" hole in the bottom. The other common type of lie from sales people is "yes we can" without knowing it to be true. When clients learn the truth . . .
Many sales trainers believe that "no" should be taken out of the dictionary. While I am a "yes" kind of guy, if I don't know, I ask for time to do the homework. It is much better to under promise and over deliver!!
I've been fortunate enough to have worked mostly with and for people of high integrity. I have also let the people I work with know that integrity is expected. By having high expectations of myself and others, rarely have I been let down. I hope that the same is true for you.
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