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RAB Research Archive

Stick to the truth



Tell the truth, even if it means telling customers what they don’t want to hear. This is a hard practice to follow, but it may be critical to helping you develop the kind of credibility with the customer that will pay off in the months and years to come.

As a rule, sales professionals are competitive, and they work very hard at winning new business. However, never let this desire to win tempt you to promise something you can’t deliver, or – perhaps worse – agree to a solution that won’t really produce the outcome the customer needs, even if the customer asks for it and even if it will make you a lot of money.

Without a doubt, the customer will remember your integrity the next time you call on him or her, if you tell the truth right up front.

Source: Sales manager/coach Walter Rogers





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