Some salesmen believe they must know how to either hide the truth or lie. Yesterday, a salesman tried to convince me a product the company I work for bought had no problems. The salesman said the user was the problem and not the product. When I pointed out his competitors’ products never had that problem he went silent and tried to make a joke. This wasn’t a laughing matter and the attitude of this multi-billion dollar US company and their salesman was appalling.
What salesmen don’t realize is how hard it is to win the confidence of customers and how easy it is to lose that confidence. Salesmen work for commission and at any cost. This is wrong. The value of a salesman to the company he represents is more than the sales he makes. Salesmen should be paid for the trust they build and trust can only be built through honesty. Recent events have thought us that building trust through dishonesty can only build a house of cards. Some salesmen never learn to do it any other way.