Lying is the toughest part of being a salesman. No, not me lying, but people like you assuming that I–the salesperson–am lying. Expecting the worst of salespeople seems to bring out the worst in prospects.
Years ago, I heard that one of my clients had been put in charge of a major new project. Expecting more business, I went to his office and said, “Congratulations on getting Project X.”
He looked me in the eye–looked me in the eye!–and said, “That’s not my project.”
“Who’s got it?” I asked.
“It hasn’t been approved,” he said.
I was in a meeting a few days later where he reported on (more…)