There was a time when I enjoyed a good fight.
The bigger the idiot, the more personal satisfaction I took away from the verbal altercation.
A few years ago I made a conscious decision (my unconscious ones usually suck) to take a more peaceful path.
There is, however, a rather short list of things I’m willing to verbally throw down over.
I won’t bore you today over why I added “silent farters on airline flights” but I will tell you in no uncertain terms what my feelings are about deceptive sales practices.
Let’s start with a few examples so we have the right context.
I’m talking about things like telling an assistant that “Mr Jones” is expecting your call when they aren’t.
Telling that same assistant that “Mr Jones” knows you, when they don’t.
Putting that stupid “Re” in an email subject line to imply that you have corresponded . . . when you haven’t.
Or how about implying that you and the prospect have spoken or met when you never have?
There are tons of other things we can add to this list but there’s a bigger problem than the act of engaging in these things.
It’s the lies that you tell yourself to justify them!
You might justify it with “they’ll never know” . . . doesn’t matter . . . its a freakin lie dude!
You might justify it with “I need every little edge I can get” . . . that’s a lie too.
Paul goes over the top in 3,2,1 . . .
When you do stuff like that, you not only screw your credibility . . . you slap the face of every sales professional.
Now I’m sure you’re too smart to engage in this behavior so I’m going to take this down another road.
Don’t look the other way when you witness this stuff!
If someone on your team is doing this . . . don’t have a brawl with them . . . tell your manager. If your manager gives you the old “they aren’t hurting anyone” BS, tell them that isn’t true . . . they’re hurting the reputation of your company!
If your boss ever instructs you to engage in these types of behaviors, call them out (respectfully) and tell them that you don’t do that. Consider going to their boss if you don’t see eye to eye on this.
If you are ever in a training session and a trainer tells you to engage in shady practices . . . call them out!
Note to Sales Trainers . . . If you’re teaching this crap . . . hang your freakin head!
Note to managers, CEO’s and business owners . . . This is reason #1000 why you need to sit in on meetings, walk through the sales bull pen and do ride alongs with your reps. And should you ever catch someone knee deep in the ancient art of deception . . . cut ’em a new one!
I want to leave you with a final thought . . .
Things are really tough out there and I’m right in there with ya. When things are tough, temptation shows its ugly face at your doorstep. It might be awfully tempting to try a short cut via a lie but . . .
You’re better than that!
There are way too many legitimate plays you should be running from your play book!
I’ve often said that someday we all cross a finish line in our career and you could have a billion dollars in each hand but still fail if you are unable to have the people and things you value most with you . . .
It’s of equal importance that we arrive at that finish line with our soul still in tact.
Peace!
Today’s News: Instead of my usual “Hire Paul” call to action, I thought a simple question might be better. How can I help you? Email me paul@yoursalesplaybook.com or give me a call (631) 455-2455
OK Paul, please don’t take this out of context, I mean no disrespect and no, I’m not a stalker, but I love you!
I love what you stand for and how you’re rock solid (the best compliment I ever, ever give) and how you’re funny and you make sense! I always said the entrepreneurial life is a lonely one, but sales is their soul mate. You “get” it and I guess that why you’re revered and a mega rock star!!
I, too, made a conscious decision to be more peaceful a few years back (must be “I’ve lived my life as type A, I want to live longer thing”), but passion doesn’t go away and something is bound to ignite it ey?! I so am with you on this post. Indeed times our tough, but we are tougher than these times!!
Great post, great insight as always!!
Much kindness,
Elena
This is an awesome note Elena . . . a great way for me to start my day.
“Indeed times our tough, but we are tougher than these times!!” = Brilliant!
Thanks again and have an awesome day Elena!
AAAAAAAAAAMEN! And in the immortal (sort of) words of Dr. Suess: “A lie is a lie, no matter how small.”
Nothing good comes from lies – especially when you are talking about your reputation, credibility, self-respect, karma and, as you mentioned, Paul – your soul.
My #1 relationship rule (be it personal or professional) is NO LYING! Period.
OK – I’ve said my peace… thanks Paul for bringing another important point to the foreground.
Rock on, my friend and have a stellar day!
Virtually Yours,
Anne-Marie
A great rule to live by in business and our personal lives!
Thanks Anne-Marie . . . Rock horns of appreciation my friend!
AMEN!!
Thank you Ms Richardson! 🙂
Bravo!
Thank you 🙂
I’m perhaps too old and/or too stupid to keep track of lies. If I tell like like it really is, or as I truly BELIVE it really is, things just go a lot more smoothly. (Although I’d be very interested in hearing a good answer for the question which strikes terror into the hearts of all men; “Does this dress make my butt look fat?”)
I believe the answer to your query is . . . the longer you’re married the more obligated you are to fake a heart attack or something to get out of that predicament 🙂
As usual, Paul rocks! Always do what’s right…gratify and astonish.
Thank you Samantha! 🙂
The late Steve Webber; former Scoutmaster of Troop 144 in North Richland Hills, TX; in his Scoutmaster minute, frequently asked the Scouts the definition of character. Every Scout knew: It is what you do and how you behave when no one is looking.
That’s a “journal worthy” quote if I ever heard one Darrel.
Thanks for stopping by and sharing it!
In the years we had many of these examples in my company but, apart the first times (call it lack of experience etc) we were more than ready to take action against them.
The main fault is the general sales culture’s. In italy I suspect there’s a pretty shitty culture and make salespeople are very aggressive in the very wrong way, as you picture. That’s how people lose any kind of faith in sales, and how can we blame them?
100% on the point! Could not have put it any better myself. It made me laugh as well because I have been receiving calls to my cell phone and they tried to do this to me! First they asked for “Mr. VanTyle” but mispronounced my last name. That is a big red flag so I asked who is calling. You guessed it. “It Jon DaLiar, we met last week at such and such seminar and he told me to call today.” When I told him I was Patrick and we had never met because I never made it to the seminar due to family matter… long pause….”um sorry” and he just hung up. So busted. So wrong.
Busted is right!
Good for you for him out Patrick!
Thanks!
LOVE IT!!!! I have been instructed in some of these things and I usually just say something like “I can’t really see myself doing that.” rather than addressing the integrity issue which is really the crux of the matter. You are absolutely right. I just finished The Eight Pillars of Prosperity by James Allen and he addresses this issue very strongly. The wisdom in this book boils down to principles, if one operates from principles rather than situational ethics you will never do such things, life is much easier because your yes always means yes your no always means no. You don’r have to exhaust yourself by the endless small decisions about how much of the truth is needed or if there is some slick deceptive maneuver you can implement to manipulate things into going your way. People who practice the methods you mention have a certain arrogance that many liars also possess they believe deep down that people are stupid and that they will accept however they choose to present themselves or their words. I believe that truly most people see through that and many times are just to polite to challenge the offender who then thinks he’s gotten away with it, he gets bitten in the posterior and doesn’t really know why he loses a sale.
I suppose that was a bit of a rant, sorry.
That wasn’t anything even close to a rant Elizabeth!
There’s just so much to say on this subject and its awesome to see that there are many of us who are quite passionate about our craft!
Thank you!
PS Now imagine if I just lied about all that 🙂
Thanks so much Paul for the inspiring words! Nice to know that honesty is still the best policy!
AMEN. AMEN and another all caps AMEN 🙂
Thanks for stopping by!
Paul:
I’ve been a fan for a while but this post finally moved me to comment. This concept that what we do makes things better or worse for all other Sales Professionals is an important one to understand. As we want to be respected, we must act honorably and we must demand others do the same.
Where you come from, what you are, your view of your role, is more important then what you say. A desire to act in your client’s long term best interest communicates, just as the dishonest practices you discuss communicates.
Lies have a negative effect on the trust you work so hard to build with clients, they also destroy your self image and that of the reps around you.
We all lose when sales people embrace “shady”.
I hope people take it to the next level and start calling out these folks . . . I refuse to share my livelihood with them!
Thanks for taking the time to comment Ken . . . I really appreciate it!
What price do we put on integrity, right on brother!