What does honesty mean in sales?
As the website The Balance states, both salespeople and clients have unbelievable access to information these days. This results in a clientele that is generally much more informed than any other in the history. And if the salesperson is trying to sell using dishonest methods, it can very easily happen that the customer will notice it.
Honesty in sales means that you're presenting your product as it really is. If it doesn't suit the client in any way due to their specific needs, and you as the salesperson know it, it's your duty to tell them. Also, you must inform them if there's a product on the market that's a much better solution for them, even if it's not your company's product.
The positive consequences of honesty
Honesty in sales has two types of positive consequences: short-term and long-term.
- Short-term positives. A „white lie“ might have short-term positive consequences in personal life, but not in sales. If you don't tell the client the whole truth, not only can you be found out right away, but you can also make the client have unrealistic expectations that will be evident when the customer starts using your product. By being honest, you avoid all these complications.
- Long-term positives. There are many salespeople. But people like to come back to some of them to get an offer from them. Why? Because they know that these salespeople are not just trying to sell anything at all costs, but that they'll also give them honest advice on what to do next. Be honest and you'll earn prestige and a reputation of being an honest businessperson, which will bring you a loyal and returning clientele.
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