Saturday Morning Sales

Kevin Latchford

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Out Of The Mouths Of Babes! - March 26, 2016

You’re probably wondering what in the world this title means this week: Out of the mouths of babes! This saying is older than me. This saying has been around a very, very long time. And yet, no matter how old, this saying has meaning in 2016 especially if you are a parent. Children are innocent creatures with no filters. They speak the truth no matter where they are or who is around. So, what does this saying have to do with sales?

 

For generations, maybe as long as the profession of sales has been in existence, a sales person has been given a bad rap for being untruthful, dishonest, or a “bender of facts”. It has become a stigma that many a sales person cannot lose. And, in many cases, it is a stigma earned.

 

I have worked with and counseled sales people for over twenty years and I can’t begin to tell you how many of these folks were taught, that’s right taught, how to bend truths to sell their product or service. Sales people have gone to training programs taught on the basis of how to only share the minimal amount of information to close a deal, nothing less and nothing more, and boy oh boy can that come back to bite them.

 

When I first began my sales career there was a gentleman I admired for his success. His success, and I mean BIG success, was based on one simple rule that he set for himself: Out of the mouths of babes! What, or more importantly why, did this saying become a business rule for my mentor? Because, as he put it, if you always tell the truth and provide more information than may be required, your customer can never come back and question your intentions for selling them a product or service. Ultimately you will win more than you will lose.

 

Prior to becoming a parent, I would have this saying trickle into my thoughts every so often, and now it seems to be ever present. The meaning behind it always stuck with me though. I’ve tried to make sure sales people I encounter, either by management or customer, always abide by this rule. You should ask yourself if you abide by this rule (or if your company does). Are you in a position to never have ethics questioned in a deal? Does your customer recognize you as an honest, stand-up sales person? Or, do they view you as the typical order taker, and only do business with you out of necessity?

 

Becoming a real success as a career sales person means that you must always be honest with yourself and with your customers. Are you?

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