Do NOT lie to hit sales targets.
Results CRM doesn’t get very many service jobs these days, and that’s because Maximizer is a very reliable CRM.
That said, when there is an issue I’ve lived by a simple rule: get client input, and tell the truth – right from the beginning.
My personal ethics extend into my business activities and since my early days of implementing big systems, I’ve come to realise that not all the promises made by the salesperson can be achieved. Breaking that news to clients was never fun and often awkwards.
In order to avoid those conversations, I’ve learnt not to fabricate, promise or exaggerate anything I know I can’t achieve with 110% confidence.
I deal purely in facts and I believe that a high level of honest communication must exist throughout the client/provider relationship.
Managers would do well to impress this upon their sales teams. If they’re asked a question that they don’t know the answer to, they should never be encouraged to make things up! This will only cause issues, disappointment, and mistrust down the line (and often sooner than you think!).
So: being transparent is key. A client is much more likely to respect you and trust you in the future if you disqualify them because they aren’t a good fit than if you sell them something you can’t do or they don’t need.
The most challenging project I’ve had was with a large long-term client (a Maximizer CRM user) who suddenly informed me that they were going to market their product internationally; their first sale being in Japan; and so could get the local Maximizer agent there to supply the Japanese version of the CRM? One issue: there was no such version.
I had to be honest with them, I couldn’t do it. They would need another CRM that could meet their market language requirements and we weren’t it.
So instead of blowing smoke around the room it meant I’d be getting my head around their new CRM (that I wasn’t impressed with), helping them move onto it and saying farewell.
By being honest, pragmatic, and putting their best interests at the top of the priority list I was able to part ways with them under wonderful circumstances and know if they ever needed help in the future, they’d be coming to me.
Not giving into that salesperson persona that can cause some to promise the world on a plate is difficult, but you’ll find clients appreciate the honesty.
If you’re interested in an honest discussion about what Maximizer CRM can and can’t do for your business – please reach out to Results CRM. We’d love to help!
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