I Call Bullsh*t - Weeding Out Deceptive Sales Tactics

Many companies rely heavily on their sales representatives to drive revenue and growth. While the majority of reps are trying to make an honest living, there are a few that may use deceptive sales tactics  to close deals..Bullshitters come in all shapes and sizes. In this article, we’ll discuss how to spot them and what to do when dealing with one.

Top Five Deceptive Sales Tactics

  1. They make promises they can’t keep. One of the most common signs of a bullshitter is that they make promises they can't keep. They may tell you that their product or service is the best on the market, or that it can solve all your problems, but  it falls short. They may also promise you a specific delivery date or price, but then fail to follow through on their commitment. If a sales rep makes promises that sound too good to be true, it's likely they are overselling their product or service.
  2. They use vague language. Another deceptive sales tactic is when a rep uses vague or ambiguous language to describe their product or service. They may use buzzwords or jargon that sounds impressive but doesn't mean anything. For example, a sales rep mays ay their product is "revolutionary" or "disruptive," but not explain why. If a sales rep can't clearly articulate the value of their product or service, it's a red flag.
  3. They don't listen to your needs. A good sales rep should listen to your needs and tailor their pitch to your specific situation. A bullshitter on the other hand, may not be interested in what you have to say. They may interrupt you or talk over you, and not take the time to understand your unique challenges and pain points. If a sales rep doesn't seem to care about your needs, it's a sign they are more interested in making a sale than helping you solve your problems.
  4. They avoid discussing details. A sales rep may try to avoid discussing the details of their product or service or give you incomplete information. For example, they may not be able to explain how their product works, or what features it has. They may also be evasive when it comes to discussing pricing or contracts. If a sales rep can't provide you with the information you need to make an informed decision, walk away.
  5. They use high-pressure tactics. Finally, a common tactic of a bullshitter is using high-pressure tactics to close a deal. They may try to create a sense of urgency, saying their offer is only available for a limited time, or that there are only a few units left in stock. They may also try to intimidate you or make you feel guilty if you don't buy their product or service. If a sales rep is pressuring you to make a decision before you’re ready, it's just another sign they may not have your best interests at heart.

How to Respond to Deceptive Sales Tactics

If you encounter a bullshitter, the best thing to do is to politely but firmly decline their offer. Don't be afraid to ask questions and get the information you need to make an informed decision. If you feel uncomfortable or pressured, it's okay to end the conversation and walk away.

It's also a good idea to report any unethical or deceptive sales tactics to the company's management. If a sales rep is consistently using these tactics, it's likely other customers have been affected as well. By speaking up, you can help prevent these practices from continuing and protect other customers.

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July 21, 2023

David Sargeant

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