Are You Training Your Sales Team to Lie?

Let’s be real. When a salesperson says, “This offer ends today,” and you both know it’ll be extended next week… is that selling—or is it lying? Every time we force reps to read from a script they don’t believe, push deadlines that aren’t real, or promise outcomes we can’t guarantee, we’re not just hurting trust—we’re manufacturing mistrust. The worst part? Most sales leaders don’t even realize they’re doing it. They think they’re “training professionals.” What they’re actually doing is creating actors who are great at pretending… and terrible at closing.

The High Cost of “Selling Tactics” That Break Trust

Sales doesn’t have to feel dirty—but too often, it does. When salespeople are coached to manufacture urgency, dodge tough questions, or bend the truth to hit quota, they’re not just risking a deal—they’re eroding their credibility. And once credibility is gone, everything becomes harder: follow-up, referrals, even basic rapport. Real sales professionals don’t need to lie to win. They win because they lead with integrity, they speak with confidence, and they ask questions that uncover what the client truly values. That’s not soft—that’s elite.

Why Integrity is a Sales Advantage, Not a Liability

We don’t talk enough about this: buyers can feel when they’re being manipulated. They may not say it out loud, but they withdraw, delay, ghost… and then go with someone who feels more
trustworthy. In today’s market, integrity sells. Credibility shortens sales cycles. And authenticity? That’s the fastest way to close high-value deals without pressure. When my kids were little, they had a running joke. Every time a Macy’s commercial came on, they’d shout, “Look! Macy’s is having a sale!” Why? Because it felt like Macy’s always had a sale. And when something is always on sale, it doesn’t create urgency—it creates indifference. We all knew we could wait, and the deal would still be there. That’s what happens when fake urgency replaces real value. It trains your buyers to stop trusting your message—and stop acting on it.

When “Strategy” Becomes Bait and Switch

There’s a difference between presenting options—and setting traps. I’ve seen it happen too many times: salespeople lead with a hot item or an irresistible offer, only to say, “That one’s sold out,”
or, “You actually want this one—it’s better, lasts longer, and only costs a little more.” That’s not just bad salesmanship—it’s bait and switch. It erodes credibility instantly. And here’s the kicker: even if it works once, it destroys long-term trust. Clients feel manipulated. Salespeople feel slimy. And leaders are left wondering why referrals are drying up or reviews are
mixed. Training your team to position value is smart. Training them to lure and pivot? That’s deception—plain and simple.

The Bottom Line: Credibility Is Your Brand

If you’re running an honest business—one that’s built for long-term relationships, repeat customers, and word-of-mouth referrals—you can’t afford to play games. Not with pricing. Not
with urgency. Not with your messaging. To be considered best in class, you must be upfront and truthful in every communication—internally with your team, and externally with your customers. Integrity isn’t just a personal value; it’s a sales strategy. One that pays off in trust, loyalty, and a reputation you can be proud of.

You Don’t Have to Struggle With This

I’m Phil Whitebloom, founder of BeenThere Consulting Services. I’ve spent over 40 years in sales and sales leadership, including as Vice President of Sales at Sony Electronics. Today, I work with companies to build sales strategies, presentations, and processes that close more business—without compromising integrity. If you want your sales team to lead with trust, improve results, and be proud of how they sell, let’s talk.

 Email me at Phil@BeenThereCS.com
 Visit BeenThereCS.com
 Or schedule a 15-minute conversation here to explore how I can help.