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Ninety-nine percent (99%) of customers say honesty is the reason they keep buying from a DSR, whereas dishonesty is why they would quit buying.
In theory, the necessity to avoid white lies and instead replace them with integrity and honesty may seem so self-evident that you would not have to listen to me talk about honesty. In practice and principle, the seed of white lies is so ingrained in social culture that many view it as unavoidable.
Maybe we should view the practice of lying with the utmost caution. A DSR’s integrity is what customers, peers, and your family count on daily. Is it wrong to lie? Most people believe that lying is generally wrong. They also believe that some situations seem to warrant it.
But in reality, it’s short-term thinking. Lying, even about the smallest matters, needlessly damages personal relationships. Endless forms of suffering and embarrassment can be easily avoided by simply telling the truth about everything, every time. What is a lie, and is there a difference between a good lie and a bad lie? Or, say, a white lie?
To lie is to intentionally mislead others when they expect honest communication. People lie, so others form beliefs that are not true. The boundary between lying and deception is often vague. It’s even possible to deceive while being honest like, this is 5% over my cost. It’s not a lie, it’s 5% over my salesman’s cost.
The liar often imagines that there’s no harm as long as the lies go undetected. But the one being lied to doesn’t share the same view. We all know that trust is deeply rewarding and deception and suspicion are not. Research suggests that all forms of lying, including white lies that are meant to spare the feelings of others, are associated with less satisfying relationships. The intent to communicate honestly is the real measure of truthfulness, and most of us know the difference.
Whenever I do a show about honesty and the DSR’s integrity, I always think about what Stephen Covey said about integrity, “Imagine yourself at your own funeral, sitting in the back of the room, watching to see who comes to the funeral home. And listen really closely to what they say about you. Think about that every day, with every interaction, with every person. It makes all the difference.”
As a DSR, if your desire is to have a long-term, positive, and profitable relationship with your customers or in business, consider this simple message, lying is a sure road to chaos.
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