The Truth Might Cost You Clients. Say It Anyway.
I once said something to a client that was completely true.
They didn’t like it.
They wanted to buy a certain type of apartment, in a certain location, with certain features. As I tried to control my face at how ludicrous it was, I gave a simple response: if you want that, you’re going to have to spend more.
Like a million dollars more, but who's counting?
I didn’t add any spin, workaround, or let’s see. Instead, I just gave the truth. They didn’t want to hear it. They wanted a version where the numbers magically made sense. A NYC real estate fantasy…so they stopped working with me.
When that happens, it’s always the moment that makes you wonder. Should I have said it differently? Should I have softened it? But here’s what I know: that’s the job in sales.
It’s not about showing apartments, making deals happen, or telling people what they want to hear. It’s about telling people the truth.
Anything else just delays the inevitable and wastes everyone’s time, and here’s the part that always stands out to me: they’re still looking. So, the problem didn’t go away. It just got postponed.
Sales isn’t about being agreeable. It’s about being useful.
And sometimes the most useful thing you can do is say the hard thing.
