Telling the truth in the sales process is integral to long-term client relationships. Dr. Charles Luke shares a brief overview of why this is important.

1. Accuracy in Sales
The Value of Truthfulness in the Sales
Process
Presented by
Dr. Charles Luke

2. Agenda
• Value of Truth in Sales
• Why People Lie in Sales
Discuss • Results of Lying in Sales
• Processing About Truth in Sales
Engage • Provide Thoughts and Input
Commit
• Make a Conscious Commitment to Always
Provide Truth in Sales

3. Is Truth Really Important?

4. Truth is Elemental
O Our society values truth as the
means to determining justice.
O For example – Swearing an
Oath in a Court of Law

5. Lying Destroys
O The humanity of the person
lying based on their ability to
make free choice.
O The dignity of others and their
ability to make free choice
based on accurate information.

6. What Causes Lying in Sales?
O Lack of Product Knowledge
O Lack of Relationship
Confidence with Client
O Interest Only in the Sale and
Not the Client
O Cognitive Dissonance
(Unbelief)

7. Results of Lying
O Inability to deliver (stalled or
failed
implementation/operation)
O Loss of trust
O Loss of reputation

8. Why Tell the Truth?
O To preserve
O To follow
human dignity.
O To engender
trust.
O To establish a
strong
reputation.
through on
promises.
O To establish
strong
relationships.

9. Commit
O Do you want strong, trustworthy
client relationships?
O Do you want greater social and
financial impact?
O Do you want a sustainable
business growth model?

10. Truth Pledge
“I promise to always be truthful to my clients
in my speech and demeanor about my
product and performance. I will endeavor to
know as much about my product and
services as possible so that I can be clear,
direct and truthful – preserving dignified,
trustworthy and meaningful relationships
between myself and my clients at all times!”
Signed ____________________________

11. COMMIT to the “T”