The Truth Barrier in Sales

“You can’t handle the truth” is a well known line quoted from the movie A Few Good Men.  In sales sometimes the truth is a very real barrier and may become a sales objection.

Yesterday after the conclusion of a podcast recording (to be aired 7/23/14)  for Small Business Talent, the moderator, Stephen Lahey and I started a conversation that eventually led to Stephen making an observation about “there is a small market for the truth.”

Stephen’s comment reminded me about an encounter I had with an experienced instructional designer when I was an active and yet still novice instructional designer.  I was listening to a seasoned instructional designer talk about a project and how he was giving the client what the client wanted, but knowing the client needed something else. I found his statement somewhat perplexing and asked him to provide some greater clarity.  His response was “The client paid more for what they wanted even though the truth cost a lot less.  The client did not want the truth and who am I to say otherwise?”

How often do small business owners and sales professionals because of the desire for the quick fix, desperation to make sales goals or the inability to handle the truth, side step or worse yet walk away from the truth?

In the professional service industry of  executive coaching, business coaching or talent management consulting and probably most other industries, ignoring the truth in the short term might be beneficial, but in the long term has disaster written all over it. Yet those basic human desires overrule common sense and even good business ethics.

Being honest and truthful does have consequences and sometimes those consequences have a negative impact on business growth. Yet the positive side of being truthful is those ideal customers will get your message and the overall ability to sell them will be far easier because they bought you first for your truthfulness.

Share on Facebook

2 Responses to “The Truth Barrier in Sales”

Leave a Reply

CommentLuv badge

Spam Protection by WP-SpamFree

RSS Subscribe!
Congrats!
NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards to be held on Nov. 12, 2014 in Merrillville, IN.
Free Sales Profile
Get this free sales skills
Coaching Tip
In sales silence is green. Credit www.sxc.hu
Weekly Small Biz Column
Sign up to receive weekly business column devoted to small businesses and busy sales professionals Leanne's business column.
Be the Red Jacket
Seeking an easy and practical book on marketing, selling and sales? Read the reviews at Amazon and then order your hard copy or eBook.
Sustainability Expert
The Institute for Sustainability
Ezine Expert
Blogroll – Leadership, OD
Contact Coach Lee

Leanne Hoagland-Smith
219.759.5601 Main Office CDT
219.508.2859 Mobile CDT

Office located near Chicago, IL

www.processspecialist.com Main Website

Sales Corner

Tracking by The Sales Corner
Blog Rankings
Business Blogs - Blog Rankings
Blog Top Sites
Plazoo
RSS Search
Blog Log