There is this misconception that good sales means being manipulative and sneaky and “pulling the wool” over someone’s ideas. We think that we need to trick them into making a purchase or gloss things over in order to get someone to come on board as a client. In reality, being direct and honest can get us more clients and customers and can help us build a stronger business reputation.
Being direct does not mean that we have to be crass or rude. In fact, we can be gentle and considerate all the while we are being direct. Say it like it really is, answer questions with honesty and share the information that you have that you know affects your relationship with a customer or client–it will actually help you to build trust and establish a solid working relationship.
I know that there will be times when the other party will not want to hear what you have to say–you might be tempted to “pretty things up” for them and say what you think they want to hear. While this may get you the initial business, eventually the truth will come out and the client or customer may very well blame you because things are not as they expected. You can save yourself the trouble by being direct and honest up front and making sure that they understand where you stand and what you really can do for them. This will help to prevent miscommunication and a breakdown in the working relationship later on.
Stay true, stay honest, and be direct–you will feel better about your business relationships and will likely develop a reputation for being up-front and honest–if your customers and clients can trust you, you will have more loyal relationships. Not to mention, being direct will keep you from having to manage your lies or coordinate and cover-up on a long-term basis. Directness can make working with people much easier.
Also: Passive Aggressiveness has no Place in the Workforce
Cultivating a Reputation for Honesty and Integrity