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
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
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?