Honesty Is the Best Policy

All of this probably sounds obvious to you, but I have seen salesmen kill a deal by trying to put down the customer with the truth rather than tell a small, kind lie. When a customer asks the salesman how much he’ll allow for his trade-in, I have heard salesmen say, “That piece of junk!” […]

The Dos and Don’ts of Truth

We’re all human and tempted from time to time to compromise the truth, even just a little, because it’s either convenient or we can gain from it personally. While I could give you many examples of things you should and shouldn’t do, I think you’re intelligent enough to understand the obvious. Instead, I’d like to […]

Leave a Legacy

Once I got rolling in my sales career, I made up my mind that, when I was through, I wanted to leave a legacy of compassion and commitment to all my customers. And, since most of them came back to me time and time again, I think I did. When you needed Joe Girard, he […]

Stretching the Truth and the Art of Deception

A question we’ve all heard before is, “Are there ever times when a lie is not a lie?” That’s not as easy to decide as it sounds. There are times when honesty can be a matter of degree. For example, telling a “white lie” or half-truth for the better good or protection of people for […]