Sales Tip # 7 – Be Honest!
People need to trust you before they buy from you.
I am planning a big event for September and I was shopping hotels ball room. I found one I like and the price was right and I asked them to give me a formal proposal.
I was floored when I saw the document and was more than flummoxed when I heard their response.
EVERYTHING was 30% higher than what they told me!
The projection screen – a 22% service charge – for pressing a button to lower the screen.
The room – a 22% service charge – not sure for what. I was already quoted a substantial room fee. Was this 22% to turn on the lights?
The food, already 20% higher than the competition – a 22% service charge. Was the 22% to carry it from the kitchen to the room?
I could go on. The 22% service charges was on everything. Why didn’t they give me a price and add 22% to the total price? Why not address it up front?
The other 8% was taxes. I get that. But telling me one price and then delivering a quote 22% higher. Naturally I looked at everything closely because I did not feel they were honest.
Was this good business? Must have been for them since they felt they could do this.
When I asked about this they simply said (my perception) take it or leave it. In addition to the 22%, they were arrogant in how they handled it. I walked away feeling lied to and mistreated.
I felt ES (their initials) was not honest, less than ethical and not forthright.
If marking everything up 22% is an industry standard – they should have told me. It this markup is standard, why not include it in the price? Why spring it on me as an afterthought?
I am a big boy. If I don’t like a prices I will go elsewhere. But why try to hide it? Did they think I would not notice a 30% difference in price?
The only thing we have is our reputation. It we soil our reputation, this damage can stay with us for years.
I should really thank ES for this learning opportunity. I need a topic to write about this week. Thanks ES for providing it.
Be honest. It is far easier than dealing with the consequences of lying.
ps. Check out my new site Make a Difference (I call is MAD for short) and learn how to make a difference selling, in leadership and personal development.