Job 27:4

Job 27:4 

My lips will not speak falsehood, and my tongue will not utter deceit.

Christian Based Selling

As sales professionals we need to recognize that there is no perfect solution.  Just like the competition, our solution will likely have strengths and weaknesses.  If we feel like we have to fulfill every expressed need of a prospective client, then we are setting ourselves up for failure.  It is our job to develop opportunities that play to our strengths.  We need to qualify/understand the essential needs or critical success factors of a prospective client and be honest with ourselves about whether or not a pursuit is worth our valuable time.

When we are committed to honest selling we ask the right questions during the qualification process.   The prospective client will recognize that we are deliberate in our line of questioning to understand their essential needs and determine the fit of our solution.  In doing so we will establish trust and credibility that increases our chance to win the right opportunities.  By eliminating high risk deals from our pipeline (there will be exceptions) we avoid a false sense of security and maintain our high degree of urgency in developing more qualified opportunities.    

Are you fully committed to an honest approach with your prospects?  With yourself?