What's the difference between a little lie and a whopper of a lie? If you say either the intention behind the lie or the ramifications of the lie, you're right in line with what most people believe the difference to be。

小鬼話和彌天大謊之間，到底有多大區(qū)別?如果你認(rèn)為區(qū)別就在于兩者的目的和結(jié)果有差異，那么你的想法就代表了大多數(shù)人的意志。

Here's another question: What do a little lie and a whopper of a lie have in common? Answer: They're both not the truth and if you're in sales and actually want to have long term success, anything short of the truth WILL hurt you。

那么問(wèn)你另一個(gè)問(wèn)題：這兩種謊言之間，又有什么共同點(diǎn)呢?答案顯而易見(jiàn)：不管大小，他們都是鬼話。如果你在銷售中做了一點(diǎn)點(diǎn)缺失誠(chéng)信的事情，你都決計(jì)無(wú)法獲得長(zhǎng)遠(yuǎn)的成功。

Here's how。

告訴你為啥。

Setting the Groundwork for More Lies

一個(gè)謊話十個(gè)圓

Lies are sticky things. Telling just one small lie to a customer or to a prospect probably won't do much harm as long as the lie truly is a harmless, little lie. For example, telling an angry, irate customer that you were working on their issue right when the customer called you when you were actually doing something completely different, is probably a harmless lie. Your intention behind the lie were probably to calm the customer down and give him the impression that your customer's problems are your problems and "there's no time like the present" to get things resolved。

說(shuō)謊這事兒不好做。如果謊話很小只是毛毛雨的話，說(shuō)給客戶或者未來(lái)客戶聽(tīng)可能不會(huì)有什么危害。比方說(shuō)，一個(gè)怒氣沖沖的客戶打電話來(lái)告狀，你會(huì)告訴他咱正在處理他的問(wèn)題呢，即使你其實(shí)在做別的事。你的目的可能是為了讓他平息怒火，并且讓人家覺(jué)得咱哥倆好你的事就是我的事，解決您的問(wèn)題是我們的十萬(wàn)火急。

Only the issue remains that it was not the truth. If your customer calms right down and appreciates your focus and attention to solving the problem, you're going to get some positive feedback, teaching you that telling lies, no matter how well intended or small, can be a good thing。

要命的是不管怎么立牌坊，謊話也不可能成真。如果你的客戶情緒平靜了下來(lái)并且感謝你的專注與對(duì)解決他的問(wèn)題投入的精力，這是你就要給人家一些積極的反饋了，這樣你就能發(fā)現(xiàn)，說(shuō)一個(gè)謊，不管多小，都要圓謊才可以。

This can and most likely will lead to telling more lies. And once you get something rolling downhill, you're going to find that stopping it is a whole lot harder than getting it going。

一個(gè)謊話可能需要十個(gè)謊話來(lái)圓。就好比你把小雪球推下雪山，一路的積淀使你發(fā)現(xiàn)，根本停不下來(lái)!

Lies Create Expectations

謊話讓人期望值太高

When you tell a lie to a customer or prospect, you are often creating expectations that you may or may not be able to live up to. Lies are all about over promising and under delivering while you should be focusing on under promising and over delivering。

當(dāng)你向客戶或未來(lái)客戶說(shuō)謊時(shí)，往往使他們有了一種期望，你們公司達(dá)不到的期望。謊言一般都是眼饞肚子小的，但其實(shí)你要讓顧客感受到的正好相反：我們提供的比說(shuō)的要多，要好。

Beyond the obvious problem that telling a lie created for you when you realize that you cannot, in fact, deliver on your promise, another challenge is created. When you can't fulfill the promise of your lie, you are forced to either own up to your dishonesty or, you guessed it, TELL MORE LIES!

當(dāng)你發(fā)覺(jué)自己自己其實(shí)沒(méi)本事撒那么大的慌時(shí)，你就要為其付出代價(jià)了。如果你無(wú)法履行自己的大話承諾，那么死路有兩條：一是為自己的不誠(chéng)實(shí)埋單，二是，你知道的，說(shuō)更多的謊話來(lái)圓謊!

Lies are not only sticky things, they are also masters of reproduction and duplication. Lies are seldom lonely creatures: they almost always travel in packs!

謊話不僅纏人，而且像細(xì)菌病毒一樣，善于復(fù)刻自己，香火綿延。謊言從不獨(dú)居，往往成雙成對(duì)，甚至成群結(jié)隊(duì)!

Lies Have Teeth

被謊言反咬一口

Eventually, many believe that all lies come back and bit the liar in the end. Whether the bite is felt when your customer catches you in the lie, when your sales manager hears about your creativity with the truth or when your web of lies is so twisted that you can't remember what was and what wasn't the truth, lies have teeth and they know how to use them。

很多人相信最終謊言會(huì)折回來(lái)咬說(shuō)謊者的屁股。不管你是否感受的到——你的顧客可能發(fā)現(xiàn)了你在說(shuō)謊，你的銷售經(jīng)理不小心聽(tīng)說(shuō)了你說(shuō)謊方面的創(chuàng)造天賦，亦或是你的謊話多到你被整懵，不知道孰真孰假——謊言都會(huì)找個(gè)方式會(huì)來(lái)報(bào)答他的小主人的。

Perpetuating the Public Image

還咋保持公眾形象啊

Sales professionals have a hard enough time overcoming the general public image that they all lie, are out for their own interests and are simply not an honest lot without you adding more fuel to the fire. Take it from one tenured sales professional: Lying to your customers is NEVER a good thing to do。

許多有銷售經(jīng)驗(yàn)的人都經(jīng)歷過(guò)圓謊來(lái)保持公司形象的艱難過(guò)程，雖然不情愿，但為了公司的誠(chéng)信形象，他們必須繼續(xù)火上澆油。聽(tīng)聽(tīng)銷售骨灰級(jí)人物的話：向顧客撒謊什么的最蠢了呢。

Even if your lie never comes back to bite you and even if you are certain that you wouldn't have closed a particular deal without having told a lie, your dishonesty has hurt you。

即使你的謊言沒(méi)有報(bào)復(fù)你，你也確定這不耽誤你做業(yè)務(wù)——不誠(chéng)實(shí)也是坑了你的。

1，Lying weakens your sales skills by making it easier for you to close a sale or to advance a prospect to the next steps in the sales cycle。

說(shuō)謊讓你的銷售技能減弱。說(shuō)謊多了，你很可能丟掉銷售機(jī)會(huì)或者進(jìn)一步發(fā)展?jié)撛诳蛻舻目赡堋?/p>

2，Telling lies increases stress because after telling a lie, you need to be on your guard to prevent the truth from getting out。

說(shuō)謊壓力大。紙里包不住火，小心燒到自己。

3，Lying, whether you recognize it or not, hurts your self esteem, teaching you to believe that you are not good at sales unless you stretch the truth

說(shuō)謊，不管你意識(shí)得到不，會(huì)傷你自尊，讓你感覺(jué)如果不說(shuō)謊就做不好生意。

Moral ramifications aside, when you lie to a customer, you are doing much more damage than good. You will be far better off losing a sale honestly than winning a sale using lies。

暫且不說(shuō)道德缺失，向顧客撒謊永遠(yuǎn)是利大于弊的。誠(chéng)實(shí)地失去一個(gè)銷售機(jī)會(huì)比靠謊言做成一單生意好得多。