Why Sales Leaders Should Teach Disqualification Instead of Lying

Sales is a field that requires excellent communication skills, the ability to persuade, and a keen understanding of the customer's needs. Unfortunately, some sales leaders teach their teams to lie to customers to close deals, and this practice can have serious consequences. As a former salesperson, I have had sales leaders teach me how to lie by omission, which means not telling customers everything they need to know to make informed decisions. However, I eventually realized that this practice was wrong and switched industries. In this blog post, we will discuss why sales leaders should teach disqualification instead of lying.

First and foremost, lying destroys trust and credibility. Once a salesperson is caught in a lie, it's impossible to regain customer trust. Customers will always remember the negative experience and are unlikely to do business with that salesperson again. Moreover, negative word-of-mouth spreads like wildfire, and this can hurt the reputation of the salesperson and the company they work for.

Secondly, honesty is crucial in building strong customer relationships. Salespeople who are truthful and transparent are more likely to build lasting relationships with their customers. By being honest, salespeople can create trust, which is essential for repeat business and customer loyalty. When customers feel that a salesperson has their best interests at heart, they are more likely to recommend that salesperson to others.

Thirdly, lying can lead to legal troubles. Misrepresenting products or services can result in legal hot water, even if the salesperson wasn't the one doing the lying. As a former salesperson, I have been deposed four times, and I can attest to the fact that legal troubles are not worth the risk.

Fourthly, lying is morally and ethically wrong and goes against the values of any good salesperson. Salespeople who lie may think that they are doing it for the good of the company or themselves, but this is not true. Good salespeople are honest, and they always put the customer's needs first. Sales leaders who teach their teams to lie are not setting them up for success in the long term.

Finally, lying is unnecessary. Salespeople do not need to lie to close a deal. If sales leaders teach their teams that their job is to disqualify prospects that aren't a good fit, then they will never have to lie. By disqualifying prospects who are not a good fit, salespeople can focus their time and energy on customers who are more likely to convert, which can lead to more sales in the long run.

In conclusion, sales leaders should teach disqualification instead of lying. Lying destroys trust and credibility, while honesty is crucial in building strong customer relationships. Lying can also lead to legal troubles, is morally and ethically wrong, and is unnecessary. By teaching disqualification, sales leaders can set their teams up for success in the long term and build a strong reputation for their company.