Avoid the Perception of Deception

Whether it is the "Bait and Switch" or the "Ole Switcheroo", both are detrimental to your success in business and selling. People that intentionally practice these tactics give salespeople a bad name. Unfortunately, good people can give the wrong impression through poor communication. One definition of deceive is to mislead by a false appearance or statement. I am a fan of The Shark Tank TV show that airs Friday nights on ABC. I also record a podcast recapping each episode. One of the components of my podcast is to discuss the quality of the presentations and their sales pitch. In the past few episodes there have been several examples of well meaning people who seem deceptive because of their presentation and the way they answer questions. When these people were asked a direct question they chose to ignore it or give an evasive answer. In one case, the presenter changed the rules of the negotiation in midstream and walked out of the tank without a deal after receiving a one million dollar offer, the largest offer ever recorded on the show. If you want to avoid appearing deceptive in your sales process and negotiations, here are a few tips to consider: 1. Be prepared: You can never be too prepared. Knowing your presentation will boost your confidence while easing your fear and anxiety. 2. Practice: Deliver your presentation to someone who will give you honest, constructive feedback and listen to his or her advice. 3. Anticipate questions: Write down and prepare for possible questions you expect from your audience. 4. Be transparent: Answer questions honestly and directly. Do not be prideful. If you don't know, say, "I don't know, but I will find out." People will respect you for it. "Take advantage of every opportunity to practice your communication skills so that when important occasions arise, you will have the gift, the style, the sharpness, the clarity, and the emotions to affect other people." ~ Jim Rohn Have a great week! Pierce