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Accuracy in sales

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Telling the truth in the sales process is integral to long-term client relationships. Dr. Charles Luke shares a brief overview of why this is important.

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Accuracy in sales

  1. 1. Accuracy in Sales The Value of Truthfulness in the Sales Process Presented by Dr. Charles Luke
  2. 2. Agenda • Value of Truth in Sales • Why People Lie in Sales Discuss • Results of Lying in Sales • Processing About Truth in Sales Engage • Provide Thoughts and Input Commit • Make a Conscious Commitment to Always Provide Truth in Sales
  3. 3. Is Truth Really Important?
  4. 4. Truth is Elemental O Our society values truth as the means to determining justice. O For example – Swearing an Oath in a Court of Law
  5. 5. Lying Destroys O The humanity of the person lying based on their ability to make free choice. O The dignity of others and their ability to make free choice based on accurate information.
  6. 6. What Causes Lying in Sales? O Lack of Product Knowledge O Lack of Relationship Confidence with Client O Interest Only in the Sale and Not the Client O Cognitive Dissonance (Unbelief)
  7. 7. Results of Lying O Inability to deliver (stalled or failed implementation/operation) O Loss of trust O Loss of reputation
  8. 8. Why Tell the Truth? O To preserve O To follow human dignity. O To engender trust. O To establish a strong reputation. through on promises. O To establish strong relationships.
  9. 9. Commit O Do you want strong, trustworthy client relationships? O Do you want greater social and financial impact? O Do you want a sustainable business growth model?
  10. 10. 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 ____________________________
  11. 11. COMMIT to the “T”

Telling the truth in the sales process is integral to long-term client relationships. Dr. Charles Luke shares a brief overview of why this is important.

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