I’m always amazed to see the lengths people will go to get something they want, even if integrity is the ultimate cost. I’m sure you know of people cut from the same cloth that spin stories, bend the truth and/or flat out lie in order to sway one’s perception. The term “used car salesman” gets thrown around a lot… perhaps the term is past its prime, maybe it isn’t, but regardless, we all understand the underlying connotation it holds when it comes to sales.
Why do people feel this is an acceptable manner in which to conduct themselves? Worst yet, why do companies turn a blind eye when false information is being flung to the feet of prospective buyers by their sales reps all in the name of making a sale? Is it because the sales rep isn’t confident in their sales abilities? Is it because they feel the person they are talking to is naïve enough to take their word on things without doing their due diligence to research the validity and accuracy of their claims? Or is it because the company just isn’t as good as people thought and so deception is the only way to make the gains? Whatever it may be, for companies and their representatives who pride themselves on honestly, it’s disappointing. Sure, markets are competitive and any opportunity to gain an upper hand on the competition is a good thing, but in the grand scheme of things, if the cost to a company is its integrity, then count me out!
I had a good laugh today from my colleague who shared with me some of the false claims the competition made to a prospect as it pertained to service comparisons. It wasn’t one of those “oh my sides” kinda laugh – could have gone for one of those today… no, it was more of a “wow, talk about grasping at straws to make a sale” kinda laugh. The one that sort of makes you embarrassed for that person because clearly, the education is lacking. You know what I’m talking about.
The thing is, as it marinated a bit more, I started to think to myself, hmm….. What if that prospective buyer isn’t the type to do that due diligence that I referred to? What if they blindly decided to take their word for it? What would the cost have been towards their company, service offering or worse, their career? There is a cost to everything we do and so it makes sense to have every little bit of information out there in order to make educated decisions. Especially when it comes to business. Am I right?
Over here, we specialize in accelerated file transfer technology… and we’re very good at what we do. We “solution sell”, we don’t hard sell. Our customers, who have genuine issues, come to us for a solution to a problem that we take the time to uncover. At the end of it all, we have a customer who is grateful for the time and effort we put in to help them because their business is better for it. We don’t feel the need to deviate away from the truth of what we do and what the competition does because the reality is, there really isn’t a need too.
I could probably go on and on about the pontification of others, but we just don’t have that much time. Instead, I’ll offer these parting words. Probably nothing new to you but still worth noting…
- In anything and everything you do, don’t always believe the claims of others, especially if they are only seeing dollar signs.
- There is ALWAYS competition so it would be worthwhile to check them all out.
- The biggest doesn’t mean the best and the best doesn’t always mean the biggest. This one has surprised me on many occasions.
- Ask yourself where integrity and dignity rank on your “I want to do business with them.” Scale.
- See number 1!