Overheard conversation between prospective clients:
“You know how you can tell when a salesman is lying? His lips are moving.”
Overheard conversation between salespeople:
“You know how you can tell when a prospect is lying? His lips are moving.”
Who is right? How did we get to this point?
When is it right to lie in a sales situation?
Are there “forgivable lies” and “unforgivable lies” in a sales situation?
About the Author
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Over 3,000 sales professionals at Dell rated Wes Schaeffer as the #1 trainer during their intensive sales transformation and CRM implementation process. He has helped over 9,700 sales reps and business owners save literally millions of dollars in sales stupidity taxes via lost margin, wasted sales calls and prospecting impotence. He is referred to as The Sales Whisperer© because he rehabilitates sales people and trains sales professionals. |
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October 9th, 2009 at 9:49 am
And therein lies the challenge. As soon as you behave like an ordinary sales person you trigger your prospects defense mechanism.
Once that defense mechanism kicks in trust goes down, and all is fair when it comes to getting rid of YOU.
The issue of lying goes both ways though. The prospect will lie telling you whatever they think will get them out of this sales situation.
However, you lie to them too. You lie about why you are contacting them, what you want, and what you will do or not do.
No wonder ordinary sales people struggle.