It’s a simple idea.
Say what the fuck is on your mind.
Statistically, you won’t do it.
Being afraid to be honest is common and often considered rude or risky. This is why sales is often seen as a sleazy job. It’s also why sales people say ‘Buyers are Liars.’ The culture of sales has always been overexaggeration and the culture of the buyer has been never to believe a thing a salesman says.
What is in between those cultures?
LIES.
What drives the lies?
FEAR.
The buyer tries to squeeze out of the purchase with a ‘reasonable excuse’.
‘I need to talk to my wife.’
The seller tries to force the sale anyway with limited time deals or fake dwindling stock.
The buyer is afraid he’s being sold something that’s bullshit and is basically losing money. Some buyers will even resist when they are looking at a product they KNOW they need because of a need to maintain a false sense of control. The seller is afraid of losing a good commission or gettting shit canned from his job for underperformance.
The painful cure is honesty.
Rip the bandaid off. Be honest about the dynamic. Tell the truth about a product. If a customer isn’t a fit…tell them. If a customer is a fit but they are being full of shit about a product they obviously need, just tell them. If a sales man is giving you a pitch, don’t bullshit them about a fake meeting or a money pact you have with your wife. Tell them you don’t trust them. Tell them if you’re broke as shit. Fuck it. Break the invisible barrier and just stop doing that fucking dance where you both feed each other scripted and repeated lines that get you both nowhere.
Build trust and relationships by not reacting to nerves and tapping into your gut feeling and intuition. You may be afraid but you can say it. You may think a product is shit but you can say it.
Let it rip.
Are you tap dancing for people you don’t like to keep them happy?
Stop dancing.
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