In the realm of sales, there are unfortunate instances where salespeople find themselves representing companies that offer subpar products or services. It can be disheartening when the workers responsible for delivering the solution you sell turn out to be incompetent. Regrettably, a significant portion of my career has been spent selling below-par services. In such situations, salespeople often find themselves compelled to resort to deception.Imagine a scenario where a customer asks you about the quality of your company’s installers. You can’t respond with the blunt truth, revealing that they are frequently late, potentially under the influence of drugs, and notorious for being disrespectful towards customers. Instead, as a salesperson, you must view these experiences as opportunities for growth and preparation. Consider them as practice rounds for the day when you land a job with a company that genuinely values customers and strives to provide an exceptional experience throughout their journey. Unfortunately, such companies are few and far between.Exaggeration becomes almost a prerequisite in such circumstances.

It’s essential to note that it’s not your responsibility to fix operational issues; your primary focus should be on generating sales. However, if the operations team is failing to deliver, it’s crucial to inform management and ensure they are aware of the situation. After all, your reputation is at stake. If you fail to bring in the sales, you’ll find everyone, including their donkeys, turning against you. Push the operations team to their limits, overwhelming them with more work than they can handle.

Now, let’s explore alternatives to lying and exaggerating. This approach is only viable in expansive markets with numerous industries and potential customers. In such cases, an exceptionally high volume, honest approach can be effective. However, it’s important to acknowledge that this method is rarely feasible and often leads to significant stress and the risk of burnout.Think of yourself as an actor on a stage, constantly refining your script to ensure the sale goes through. It’s crucial to act ethically and be as honest as possible, but always present things in the most positive light. For example, suppose you have a consultant who lacks people skills and comes across as rude. Instead of admitting to this flaw, you can spin it around and say, “Look, CUSTOMER… my BOSS is quite eccentric… He’s an intriguing character, incredibly intelligent. In fact, he’s the perfect person for the job, a true genius.” By describing your boss as “interesting,” you maintain a level of honesty.

Lying through omission is a deceptive tactic often employed by salespeople. They convince themselves that since they aren’t providing false information, they aren’t lying. However, when someone intentionally withholds information that could influence a buyer’s decision, it is indeed lying through omission. Perhaps you’ve experienced this firsthand when purchasing a house, and the real estate agent conveniently left out details about mold or other issues. Every time a salesperson lies to me, it feels like karma for the times I’ve stretched the truth in my own sales. Repetition can make those lies and exaggerations almost feel like truths in our own minds.Additionally, new salespeople may find themselves compelled to lie due to their limited knowledge of the product. When faced with a customer’s question about a specific feature, they may respond with a confident “Yes, it can do that,” even if they have no idea. Salespeople are expected to be experts on the products they sell, and being caught unaware can lead to embarrassment. Money often serves as the primary motivation for these lies, as salespeople want to keep their jobs and earn a good income.

The damage caused by lying can be significant. It puts your own reputation and that of your company at risk. A single negative social media post can inflict severe damage nowadays. Within your own company, you may be labeled as an “overseller” if caught lying. Lying also ruins referral and upsell opportunities, and you may face an earful from dissatisfied customers.Furthermore, lying contributes to reinforcing negative stereotypes about salespeople. In a survey conducted by Daniel Pink and Qualtrics, words like “pushy,” “sleazy,” “dishonest,” and “manipulative” emerged as common perceptions of the sales profession. If you take pride in your work as a salesperson, it’s essential to be mindful of these negative stereotypes. Each time you bend the truth to make a sale, you inadvertently reinforce these biases. Your commitment to honesty can potentially challenge and change deeply-rooted opinions about your industry.

Customers are often more perceptive than we give them credit for. They can sense when they’re being lied to, important information is being omitted, or when they’re being told what the salesperson believes they want to hear. Consequently, your chances of making a sale decrease significantly. Although you may occasionally encounter individuals who fall for your lies, the long-term consequences of being caught in a lie outweigh any short-term gains.Maintaining a reputation as an honest salesperson can enhance your self-esteem. You’ll feel a sense of pride, knowing that you haven’t resorted to trickery or deception to secure sales. An honest reputation also improves professional and personal relationships. Moreover, clients who trust your products are more likely to remain loyal to your company, even during challenging times.

Having said all these, ofcoarse there is times where you will need to lie through omission or exaduration to have consistent success accross many different roles. You need to find a company that supplies a top notch product or service to avoid which tom foolery.