A mentor of mine once told me:
To be successful at sales all you have to do is ask great questions and tell even better stories.
And while I will always be thankful to him, he was dead wrong.
We have all been there. Salespeople embellish their offering due to the relentless pressure of quotas and their internal drive to make the sale. While all marketers tell stories, most salespeople tell tales. And ultimately, this is the demise of their process, once they start telling tales they loose the majority of their audience, lose credibility, and damage the reputation of their company.
But what if there were a way to avoid getting caught telling tales?
The answer can be found in a very old adage:
Say what you mean,
and mean what you say.
In other words, tell the truth, and back up all of your promises. Follow this advice, and you will never get caught telling tales again.
While it is sage advice, I do believe that we can go one step further. What if we adapted this adage to read this way instead:
Mean what you say,
And say what you mean.
While it seems like simple semantics, look carefully at the intentionality built into this adjustment. It starts with making a promise to be accurate before you communicate. Mean what you say, and say what you mean, and you will never be caught telling tales to prospects again.
Would you like to learn how to tell your company's story better without feeling the need to embellish or tell tales? Contact us today for a free assessment.