Max Bottaro

Be Honest. Sincerity is a rarity.

You always want to be as sincere and as honest possible when you’re with a prospect- trust can make or break a deal. Honesty is also very hard to fake; people can almost always sense when the truth is being bent-and truth bending and issue minimization will turn prospects ice cold. If you don’t know something about your product, or your prospect has an objection you don’t have an answer to, it’s best just to look them in the eye and say:

“Honestly, I don’t know, but let me make a call and I’ll get back you.”

This let’s your prospect know you care about them, and it takes them off guard, because 99% of salesmen will try to weasel their way out of the question or minimize the issue (politician style). Don’t do this- not only is it unscrupulous- but your prospects won’t react positively to it. Fight the urge to make your product look like the flawless solution, and acknowledge possible issues directly and honestly.