When I was much younger, I used to think that it was ok to BS customers and prospects as long as you did it well. Then I became a professional and learned how to make money and the matter of fact is that there is no such thing as good BS. It is usually obvious and always insulting.
So a few days back, I found myself sitting across the table interviewing a candidate who tried to con his way through the interview. He responded to most of my questions by avoiding them and instead throwing catch phrases, motherhood and buzz words. Shortly into the meeting, my frustration peaked and I politely told the individual to stop wasting my time and to start behaving like a professional.
If you think BS works for you, and you care about being successful, here is my advice to you. Become an honest person. Don`t fool yourself into thinking you can be successful by fooling others. You might think you customers are stupid. They are not. They want value. If you don’t know an answer, don’t pretend you do. Make a commitment to be an expert in your field, learn a sales process that allows you to operate with integrity and treat your customers with respect. If you can`t bring yourself to do this, spend your time thinking about where you will be working next because you probably won`t be earning many commission cheques in the meantime.
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