Ari Galper poses the intriguing question of when it's okay to lie in sales. In sales, the euphemism "technique" is sales-speak for whatever it takes to overcome resistance. Galper asserts that resistance is a client's negative reaction to techniques. Furthermore, he declares that they are unethical, untruthful, and unnecessary.

I agree. Here at Maddox Smye, the philosophy has always been that trust-based selling is the path to closing sales. I know old habits are hard to break (that's why our programs don't end with the workshop but are followed up with coaching). Here's the irony...I've seen some sales professionals begin by resisting what they hear in our workshops. They don't want to hear the truth, that they don't have to resort to pressure tactics, exaggerations, etc. The role reversal that they experience, where they're now the client, not the sales professional, is revealing. Some don't believe the truth when they hear it. They are ingrained to believe that deception is part of sales.

Truth works better than any tired technique. Truth leads to trust, and trust leads to closings.

It's a tight economy for some sales professionals. Is it okay to lie in sales? Do you find that you use (or have had a salesperson use on you) deceptive or exaggerated claims to make a sale? How did you feel? Share your story...