Sales Coaching Tip – Truth Meters

Sales Coaching Tip – Truth Meters

Recently I considered buying from a particular salesperson. Yet when he said some things that weren’t accurate, it made me wonder what else he was saying that wasn’t based on truth. His lack of ability to be “truthful” and clear about the facts made me decide not buy from him and seek another company to buy from instead.

If your team members are like most salespeople, they are probably sharing inaccurate information with prospects as well.

Here’s the problem: Sales has a reputation for not being truth-based and because of it, prospects’ truth meters are on high alert when they are making their buying decisions. If prospects perceive salespeople are not being truthful, they are less likely to buy.

Therefore any thinking that leads salespeople to stretch, morph or alter the truth, is what a sales coach wants to avoid at all costs.

When salespeople use absolutes like “clients never,” “meetings are always” or “they do it all the time,” these are symptoms that they are engaging in unproductive non-sales-conducive thinking. In short, they are thinking in overgeneralizations and not thinking in a way that will result in greater sales.

Successful salesmanship requires salespeople to think from clients’ perspective. When they use absolutes, they are treating their prospects as one group.

They’ve taken one or two experiences and applied an overgeneralization to group of people, an event or a company. Often salespeople treat their broad brushing as truth. Yet their broad brushing is usually not based on truth but rather an overgeneralization. And these overgeneralizations can become a problem when salespeople’s “pseudo truths” affect the way they treat or respond to prospects.

It’s these “pseudo truths” can cause salespeople to be perceived as untruthful.

How do you prevent your team members from engaging in overgeneralizations? Listen carefully to their language. When you hear them using an absolute, ask them questions to regroup and clarify the facts. Try to catch and correct them when they use absolutes. The more you can catch and correct them, the more they will become aware that what they once thought were “truths” were actually overgeneralizations.

What absolutes does your team use on a regular basis?

What facts do you need to clarify to prevent them from overgeneralizing?

What are you going to ask to clarify those facts?

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