Posted under Sales
from http://thesalesblog.com 1089 days ago

It’s Hard to Tell the Truth is a post from: The Sales Blog | S. Anthony Iannarino

It’s harder to tell the truth than to tell people what they want to hear.

The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The truth is that things may have to get worse before they get better. You can see how that might not make you real popular, can’t you?

Telling people what they want to hear is easier. All you have to do is switch to our firm to produce better results, we’ll save you money, and there will be a seamless transition that won’t disrupt your business at all. Now that sounds good, doesn’t it?

This is the contrast principle at work. Better, faster, cheaper ...

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