June 27, 2006

Give 'Em Truth Harry!"

In 1945, President Harry Truman was called "Give 'Em Hell Harry".  Harry Truman would reply "I never gave anyone hell.  I just told them the truth. They thought it was hell."  I love that line because it's so accurate. 

We shun the truth so many times that we lose count.  Think about how often you actually may be lying to customers and you don't even know it. 

For example, you walk in to greet a prospect for the first time and he/she asks you, "Is your product better than what I am using right now?" or "Do you have a solution that helps us fix this problem?"  What’s ironic here is that most sales people respond with "You betcha.  We have helped hundreds of customers … yada yada yada”, when, in reality, you really don't know if you can help them. 

We are so programmed to "rescue" the customer and tell them endless features and benefits right-off-the-bat that we forget what's important … the truth!  Do you really know if you can help them yet?  Of course not - you just met them! Chances are, you don’t know what the competition is doing, their decision process, their budget or how they buy.  Therefore, you really have no idea if you can help them yet!  So, tell them you don’t know.  That’s the truth.    Keep reading ...

  "I'VE BEEN COSTIGANIZED!"

“You brought vitality back to how I approach leaving messages,   qualifying opportunities and maintaining customer satisfaction. I am much more confident in the results that I can expect from my team.  I've been Costiganized!"  - MH, Sales Director

If you've been using John's techniques and as a result have a success story you'd like to share with us, email the story to us (300 words or less, please) and a photo.  The best stories will be published in upcoming issues! Send your story and photo to: successstories@JohnCostigan.com

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