Sales Lies We Tell Our Employees

Employee: I don't want to call people at home during dinner time.

Manager: But they will appreciate it. You are saving them money on long-distance. Doesn't saving money make people happy?

Employee: They were looking for the cheapest DVD player we carried.Manager: But if you sell customers the higher priced model, when they get home they will use all the extra features and they will be so happy!I wish sales managers would stop doing this. Giving customers what they want is a far more successful strategy than assuming they are idiots, and giving them what you think they should want. Purchasing decisions contain many intangible factors that can only be discovered by asking questions.

Business in a Blink: Week in Review