Accuracy in SalesThe Value of Truthfulness in the Sales

ProcessPresented by

Dr. Charles Luke

Agenda

Discuss

•Value of Truth in Sales

•Why People Lie in Sales

•Results of Lying in Sales

Engage

•Processing About Truth in Sales

•Provide Thoughts and Input

Commit

•Make a Conscious Commitment to Always Provide Truth in Sales

Is Truth Really Important?

Truth is Elemental

OOur society values truth as the means to determining justice.OFor example – Swearing

an Oath in a Court of Law

Lying Destroys

OThe humanity of the person lying based on their ability to make free choice.

OThe dignity of others and their ability to make free choice based on accurate information.

What Causes Lying in Sales?

OLack of Product KnowledgeOLack of Relationship

Confidence with ClientOInterest Only in the Sale and

Not the ClientOCognitive Dissonance

(Unbelief)

Results of Lying

OInability to deliver (stalled or failed implementation/operation)

OLoss of trustOLoss of reputation

Why Tell the Truth?

OTo preserve human dignity.

OTo engender trust.

OTo establish a strong reputation.

OTo follow through on promises.

OTo establish strong relationships.

Commit

ODo you want strong, trustworthy client relationships?

ODo you want greater social and financial impact?

ODo you want a sustainable business growth model?

Truth Pledge“I promise to always be truthful to my clients in my speech and demeanor about my product and performance. I will endeavor to know as much about my product and services as possible so that I can be clear, direct and truthful – preserving dignified, trustworthy and meaningful relationships between myself and my clients at all times!”

Signed ____________________________

COMMIT to the “T”