Lie 1. My solution is the one that best meets your needs: What this salesperson really means is: ”I’m going to try my hardest to change the way I describe what my product is so that you’ll buy my stuff versus the competitor’s”. Key Issue: If you solution genuinely doesn’t help you prospect, walk away. You’ll get more deals by being honest than by manipulating the truth.

Lie 2. My solution does not require much of your company’s resources: What this really means is: “There is a 95% chance your internal departments will be the biggest roadblock to success that we’ll will have in trying to close this deal”. Key Issue: Instead of avoiding other buying influencers, take time to sell them on your ideas. Their support makes the sale easier, not harder.

Lie 3. My solution is supported well: What this really means is: “When you call, a human will pick up the phone, and get on to your problem, delaying someone else’s due date for customised solution delivery.” Key Issue: Learn to under-sell and over-deliver. Customers are more likely to respect your honesty than your failed promises.

Lie 4. My solution will save you time and money: What this means is: My product will probably achieve enough Return On Investment to pay for the solution… but you’ll end up using only 10.0% of what you are paying for!” Key Issue: It is never a good idea to over-sell. Helping customers get what’s right for them, not your commission cheque, is what distinguishes professionals from amateur salespeople.

Lie 5. That will take 2… maybe 3 weeks to develop: What this sales line is really saying is: “I really don’t know how long it will take, so I’m throwing out a number that will get you to bite.” Key Issue: When you sell, make sure you know more than just the features and benefits. Know what your company can do and stick to it. Giving a story, just to get the deal, is going to end up costing you credibility.

Lie 6. Here are is my best price: What is really meant is” Our price is totally flexible, and I’ll probably say yes to lowering it, because I need your upfront money and recurring revenue more than I need my pride.” Key Issue: If your pricing is market related, stick to your guns. If you’re over-priced, speak to your company, don’t lie to your customers.

Lie 7. Here are my contract terms and conditions: What this means is: The contract is pretty much a standard agreement that no one reads, so if you challenge some terms you’ll probably get what you want.” Key Issue: Don’t be afraid to be tell the customer the terms of doing business. Chances are he is a business executive, like you, and understands how these things are done. If he balks, you need to consider if you really want this customer on board.