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Doesnt make sense to lie to close a sale??!
I guess to achieve the targets and sometimes peer pressure also forces them to use wrong practices to close the sale. The organisation along with the sales personnel should consider these factors and try to find ways to avoid situations.
- Lack of confidence (in themselves and in the products they sell)
- Lack of faith
- Pressure from management to reach targets
- Sometimes, customers force you to do so
- Greediness
- Lack of ethics
Some are liars by nature (they exaggerate to have the customers flaunt on the sale offer)
Some lie to convince a high expectation customer
Some lie as they believe in short term business and do not bother about customer retention
Sometimes a sales person is forced to lie as he gets squished between the client demands and the management pressure
1- Bad sales planning
2-Lack of training
3-unrealistic targets
4- hit run & hide stock sale organization
5-insane salesperson burning his future career
6- Absence of monitor and control
7-Absence of customer feedback and surveys
8- A tough bad need due to tough financial circumstances.
9-Poor HR policy that hires poor salespeople.
10-Misunderstanding of direct marketing.
A sales personnel is going to lie just because he/she doesn't understand the Core Benefit of the Produce, Poor understanding of Competition, lack of research on your competition and customer needs.
So Basically Knowledge, Market Research (competition) & another important thing is good communication skills that would be enough to convince the customer even if your product will be lacking in some features compared to your Competitors, you can highlight Positive aspect of the products being true and ethical & no need to lie , it may create, later on, a bad word of mouth and impact goodwill of the company.
Lying is not desirable in all cases
In case the client does not know the seriousness of
And the loss of time with him may resort to it
Poor understanding of the demography ,competition and own product knowledge along with a clear vision towards key account management leads to sales people using lying techniques to close a sale.Most of the times a good manager and some basic training could help people ethical sales closing.
It is because of the monthly sales target to be achieved by them within a month, otherwise it affects their salary.
