Telling Lies vs. Managing Expectations

In today’s day and age, it is rare (very rare) for a professional salesperson to lie. The availability of information is too great, and the punishment for doing so too high. The Internet has leveled the playing field (or perhaps tipped it slightly in favor of the consumer).

B2B Sales Coach Anthony Iannarino shares that “where salespeople get into trouble is when they don’t create a realistic idea of what getting to the vision entails for the prospect, or when they allow the prospect’s Utopian vision to go unchecked. It isn’t that the salesperson lies, it is more a case of not managing expectations.