Sincerity vs Accuracy
Teresa F. Lindeman, of the Pittsburgh Post-Gazette reports (Jan 8, 2009) that two researchers at Saint Vincent College in Latrobe, have been researching the relationship between how customers felt about salespeople in specific situations and whether they’d continue working with that person.
No real surprises! The perception of sincerity had a lot to do with whether or not customers liked a salesperson, and that sarcasm and remarks perceived as insulting, can blow a sale, according to the researchers.
However, what was interesting was that the research suggests that when a remark is perceived as accurate, it doesn’t matter whether or not the salesperson is sincere.
To read the article go to Pittsburgh Post-Gazette.
My Comment: I reckon that it just makes sense that accuracy plus sincerity will reap great rewards in most, if not all situations. Surely accuracy and sincerity is not an either or situation.
About the Author: David Penglase is Australia’s leading expert on the ethics of selling. He is a business owner, author, and one of this country’s most sought after sales and success coaches.
