Why Do Sales People Lie?

Let's be honest, sales people lie. They lie to their customers and they lie to their managers and colleagues. They lie to help close deals and they lie to make it seem like they are doing good and that they are successful.

The reality is that people lie in every profession and industry. It's certainly not unique to sales, however it does form part of the sales stereotype. Sales people are known for lying and so are often not trusted.  

What do they lie about?

It would be impossible to list all the lies told by sales people, but here are some of the common ones:

• This is the best price I can do
• There's is limited availability
• I can't do any more discount
• Yes this product/service can do that
• My pipeline is really healthy this month
• I will definitely close that deal this week
• I could only sell more if it was cheaper
• I can't hit target because there's too much competition

Sales people will often lie or "stretch the truth" with their customers in order to close the deal. By telling the customer what they want to hear or creating a sense or urgency they increase their chances of getting the sale.

When their manager asks them about their pipeline or their target they want to seem in control and on track so will often again "stretch the truth". Not many sales people want to be seen struggling or not doing well so will make it seem like they are doing well even when they aren't.

Why do sales people lie?

I personally don't believe that sales people lie with any bad intentions. I don't think they are trying to purposefully manipulate or misguide people, but that they are reacting to a situation.

Sales people are judged on success and they need to sell to succeed. Their job is to sell, often making it seem that lying to get the sale is acceptable. It's the same when their manager asks them questions, they feel that they need to impress their manager or to show they are in control.

Is it acceptable for sales people to lie?  

There shouldn't be any situation that makes it acceptable for sales people to lie. You call sell successfully without having to lie and I would expect most successful people in sales do so without lying at all.

The reality probably is that lying is blocking your success. If you're not being honest with yourself and your customers you are most likely blocking your opportunities or your chances of achieving success.

What can you do to change?

If you work in sales, ask yourself why you lie (if you do). Think about what is you are lying about and why you think it is acceptable to do so. Could it be better to confront the situation, be honest and move on from it? Your customers will respond a lot better if you are honest with them. Your manager will support you better if you are honest with them.

If you are a manager and you feel that your sales team aren't always honest, you need to look at the environment they are working in. Are you challenging them enough? Do you question the validity of their statements? Have you created an environment that encourages honesty over lying?

Let's say for example that you keep telling your manager you're going to hit target. In reality you are struggling, have a poor pipeline and don't feel confident. The end of the month comes and you don't hit target, understandably your manager won't be very happy.

What if instead of lying to your manager, you were honest about your struggle? Your manager would then (hopefully) support you, help you get on your feet and help you build a solid pipeline.

Which scenario do you think has a higher chance of achieving more sales?

What's the moral of the story?

Honesty really is the best policy. If you want to create strong long term relationships with your customers, be open and honest with them. If you want to achieve more sales, be honest with your manager if you're struggling.

What do you think?

I'd love to know what you think, please write your thoughts and comments in the comments box.

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