• Matthew Coppola

Does It Pay To Be Honest In Sales?

Never underestimate a customer’s ability to sense that something is not quite right. Sales prospects can detect when you are exaggerating essential details about a product or service, glazing over the facts, or telling them what they want to hear. Any type of dishonesty is created by greed for dishonest gain.


Focus instead on creating a sales strategy that respects the customer’s intelligence. You’re likely to generate more successful sales and build stronger long-term relationships with customers.


Transparency also makes the sales process run smoother; it is far easier to deal with an excited customer than a suspicious one who is asking questions. Also, being selective with the truth only invites more questions. Being open with your customers will make them feel confident about the decision to buy.

Remember, you don’t know how many sales reps your customer has seen and if they have caused a lack of trust with you and the product.

The strongest salespeople go out of their way to communicate relevant information, ensuring that buyers are fully prepared and informed. Consumers are much more likely to buy from someone they can connect with — someone who seems genuine and trustworthy. Honesty opens the door for possible future deals with loyal and satisfied customers as well as them referring their friends, family and neighbours.

Honesty in business and sales may require greater time and hard work, but the satisfaction and joy from honesty and truthfulness far outweigh that from dishonesty. And if you struggle with administrative work, you're not alone.

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