If I got one thing straight during my eight years of sitting in front of the nuns of Notre Dame back in the fifties and early sixties, it was that all things considered, telling the truth was the right thing to do. Quizzes, tests, and exams were built around the concept. (True or false?) Overnight sleepovers featured the popular game. (Truth of Dare?) We were taught early on (via fictitious stories) that, if you didn’t tell the truth, your nose would grow. (God rest his soul, but if this was indeed the case, my father-in-law was a liar of epic proportion.)
It is a confirmed fact that the truth often hurts. I love the phrase used often in daily communication, “As long as we’re telling the truth.” Our courts of law try to enforce it. “Do you swear that the evidence that you give shall be the truth, the whole truth, and nothing but the truth, so help you God.” The nuns I knew would be turning over in their graves if they only realized they had it all wrong. It seems today nobody tells the truth. “Honey. That dress looks lovely on you.”
In the interest of readership, I will refrain from salting in any political examples where truth (or the lack thereof) comes into play but, as long as we are telling the truth, I do have a million examples I could draw from… mostly bad.
Let’s get to the business at hand—your business.
- The truth is that not enough of the “right” people know you are alive.
- The truth is that until they know you are alive, you don’t have a snowball’s chance in hell to provide them with your exemplary services.
- The truth is that you can do more than you are doing to build a thriving business
- The truth is that the third sale to the same client begins to spell relationship.
- The truth is that your would-be client has options, and you are just one of them.
- The truth is that you are not being “rejected” when not awarded the business. (Nobody cares about you. Stop flattering yourself.)
- The truth is that maybe, just maybe, you are showing signs of laziness. (I’m just saying.)
- The truth is that you are good at what you do ….. but you can get a lot better.
The truth is, according to a popular movie quote from the movie A Few Good Men (1992) there is a good chance that “YOU CAN’T HANDLE THE TRUTH.”
There is a recognized belief that to grow your business you must get more potential clients to know you, like you and trust you. People are searching high and low today for individuals they can trust. Focusing on trust for a moment, I can say without hesitation that the fastest way to blow your trust factor to smithereens is to avoid telling the truth.
I could go on, but it is time I highlight my closing thought. As we age, we find that our memories begin to play tricks on us. Trying to remember something that isn’t quite true is both arduous and dishonest. We simply don’t have the time or the capacity for that. Sharing the facts in business, whether our listener likes them or not, eliminates needless stress while endorsing trustworthiness. Tell your clients the truth as uncomfortable as it may sometimes be.
One last point. People believe what they see, and not necessarily what they hear. As long as we are telling the truth, I will tell you that it is in your best interest to “walk your talk.” Tell the truth. If your client or prospect can’t handle the truth, that is not your problem.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com.
*** You want more to think about? Check out my weekly podcast (Miked Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.
