I lost everything after making a bad business decision with two “friends”.

I needed money. I was the sole support of 1 wife, 2 kids [pre-teens], 1 mother, 2 dogs, 2 houses; ultimately lost both houses but none of the live stock...

So I got a job selling cars - Porsche & Audi. I’ve been a motorhead all my life.

I was walking across the street with my sales manager, Sheldon Fleming, to eat lunch. He was a tremendously positive influence in my life; maybe saved my life. In the middle of the street, mid fierce lunch hour traffic, debriefing a lost sale, he said to me: “ABLAT! It’s all about ABLAT!” and he continued walking, leaving me in the middle of the road to determine what ABLAT meant.

While eating I asked him what-the-hell ABLAT meant!

His answer informed much of my thinking about selling and life-in-general.

ABLAT = All buyers lie, all the time!

I walk into a big box store and a pleasant-looking salesperson greets me and asks: “How can I help you?” 

     a) I NEVER go into a store like that without a specific, clearly defined purpose.

     b) I need to get my bearings.

     c) I know I can learn a lot about whatever I’m there for by looking at the items on the shelves.

     d) I’m there to buy, not be sold!

SO I LIE. “Thanks! I’m just looking.”

If you put yourself into this little story as the Buyer, and you speak of what you’d do, not what you should do, you’d find yourself doing the LAT deal! (because we’re all afraid of that forked-tongued, sleazy salesperson! Come to think of it, why am I even speaking to you salespeople?)

So now, in my abbreviated style, let’s speak of the truth. 

Telling the truth demonstrates integrity. To gain the characteristic of total integrity one must know what Integrity means. It:

• Is the quality of being honest and morally upright. 
• Encompasses consistency in actions, values, methods, measures, principles, expectations, and outcomes. 
• It defines individuals with integrity as those who adhere to a strong moral code and are known for their trustworthiness, reliability, and sincerity in their interactions with others. 
• Involves making ethical decisions, even when faced with difficult circumstances or temptations to compromise one's principles. 
• Is a fundamental aspect of character that is highly valued in personal relationships, professional settings, and society as a whole.

As a Sales Professional I take great pride in helping prospects with their search for integrity. You can and must do the same. When the “buyer” responds to the 1st question(s) you ask with an untruth, help clear up their need for the ABLAT rule. These little script adjustments can make big differences in damping your position as a salesperson and quelling the buyer’s need to lie!

Retail Big Box Store (BBS) Salesperson: (I know,that’s not you. We’ll get to you in a minute.) Don’t ask the buyer “How can I help you?” It forces the lie. Instead try this: “Is this your first time in BBS? What brings you in today?” They can still prevaricate. The change in verbiage from the expected, breaks their rhythm and they will usually tell you the reason.

Direct Sales World sales professional (You): “Usually when I’m speaking to someone it’s about Q1…Q2…or Q3. Why have you wanted to speak with me today?” (Q1, etc. are the list of questions you’ve developed to begin to uncover pain in the Discovery Step.) By selecting one of those reasons and answering it, you usually are hearing the truth (or at least a lead into the truth) and have prevented the buyer from having to be defensive and lie to you for protection.

So…Avoid casting off the pheromones of the old school salesperson. The SAYA system words and mindset let you be seen as you are… authentic and integrous…concerned about identifying and solving the buyer’s problems.

Tell the truth all the time. Never manipulate, mislead, lie, or misrepresent. It is never worth it. It eats away at your soul.