In my last post, I examined the pre-internet information dynamic and how the scales were tipped in the seller’s favor (seller beware). In this post, I’ll discuss sales in the internet age and how the information dynamic is now in the buyer’s favor (seller beware). If you haven’t read my previous post, I’d suggest reading it before reading this post.
Take the new car example from the pre-internet world. In an internet age, buyers have an incredible amount of information at their fingertips. Now, before even setting foot in a single dealership, a buyer can easily find all of the information they need on a car. They can easily research what a fair price is on a prospective vehicle, ensuring that they don’t overpay. They can look up all of the specs ahead of time, knowing the trim lines and what each of those should cost. They can easily find the paint colors, interior materials, and more. They can even compare dealerships online without setting their foot inside any of them!
In a used car sale, a prospective buyer can arrive at the selling situation having researched all of the likely problem spots on a car so they know where to look for problems. They are more aware of the tricks a seller might use to try and “pull the wool” over a buyer’s eyes.
In these situations, it is far easier to tell when a seller is being deceptive/lying. When a seller is caught in a lie, they lose credibility with a buyer. In fact, it is often the end of a sale. While at one time a seller might have been able to risk getting away with telling a lie, the cards are stacked against them in the internet age we currently live in. As a result, it is absolutely crucial to be honest throughout the sales process. And besides, it’s the Christian thing to do, anyway…
BoweryJE22
I really liked how you tied the Christian faith into selling. I feel like this comes down to the “real you” vs the “role you”. It’s going to be a lot harder to explain to God why you were dishonest and lied than why you didn’t make a sale.
It’s important to keep perspective, and remember what will really matter in the end.
Honesty is key! Without honesty there can never be any growth or confirmation. What you said in the article about how the cards are even now is the truth and it is best for everyone. Now bad salesman cant get by the easy way and that makes all sides of the sale better.
Great post Michael! Honesty is a vital part of earning trust and building sales relationships! It is also the ethical and Christian thing to do!