More people work in sales than in any other occupation in the United States, according to the U.S. Department of Labor, yet only 18% of consumers view salespeople positively. Prospects know that salespeople are incentivized and get paid to sell. They may feel like salespeople are shifty or pushy in their approach. Some prospects may feel like salespeople are simply inauthentic and don’t really care about their needs.

Pete Caputa, the CEO of Databox, has experienced some smarmy sales tactics himself and encourages salespeople to avoid those same tactics. In this issue of PromoPro Daily, we cover the sales maneuvers that can seriously set you back as a sales professional.

  1. Lying. This is an obvious one, but some salespeople still do it. Maybe you lead prospects to believe you can get them their promo below budget. Or maybe you assure them the products will arrive by a certain time, but you’re not really sure. Instead of fibbing or making things up, acknowledge the prospect’s question and answer it truthfully. Caputa says that whatever you do, don’t pretend to answer their question when you know you’re not really answering it. Lying will not only catch up to you individually, but it can also damage your company’s reputation.

  2. Overselling. This isn’t the same as upselling, which is letting clients know about more or different products that are a good fit for their needs. There’s nothing wrong with upselling, Caputa says, but you should empower your prospects to decide. Don’t try to decide for them by pushing extra promo just to sell more.

  3. Insulting your prospects. If the prospect mentions budget limitations, never shame them for it. Caputa says this has happened to him when shopping for mattresses. When he opted not to splurge for the mattress the salesperson was pushing, the employee suggested he buy a used mattress on Craigslist, as that might be a better fit for him. Caputa was offended, just as your prospects would be if they interpret your suggestion as an insult.

  4. Laying on the guilt. This is another selfish sales tactic, because you’re making it all about you. Never make prospects feel guilty for choosing less-expensive products or not working with you, Caputa says. If they don’t choose you, don’t burn the bridge. Instead, call them in a week or a few months to see how it’s going with your competitor. If the prospect isn’t happy, you may get another chance at their business.

Some prospects have a hard enough time trusting salespeople. Don’t make the job even harder by engaging in any of the shady actions above. When you are open and honest and put the customer first, you’re doing everyone a favor.

Compiled by Audrey Sellers
Source: Pete Caputa is the former VP of sales at HubSpot and current CEO of Databox.