Every sales training I’ve seen talks about building trust. If you are a good human and selling something someone actually needs or wants and you are engaging in good faith – that’s not manipulation - - right?
But, if you're sleazy and trying to get them to buy regardless of their needs or wants – tapping into their emotions and building trust to sway them – that is manipulation and that’s not cool - - yes?
Joey Robert Parks shared a story about how he used to lie – a lot. And then an ...
Every sales training I’ve seen talks about building trust. If you are a good human and selling something someone actually needs or wants and you are engaging in good faith – that’s not manipulation - - right?
But, if you're sleazy and trying to get them to buy regardless of their needs or wants – tapping into their emotions and building trust to sway them – that is manipulation and that’s not cool - - yes?
Joey Robert Parks shared a story about how he used to lie – a lot. And then an idea attributed to Mark Twain. What is the difference between a lie and fiction? A lie is told for the benefit of the teller. Fiction is told for the benefit of the listener. (I can get on board with that.)
Expanded – manipulation is for the benefit of the seller. Building trust is for the benefit of the buyer.
The idea of lies didn’t come up for Todd Karges. Instead, Is the relationship being built to sell or just for the sake of the relationship?
Kaitlyn Niechwiadowicz jumped in next. The word manipulation has such a negative connotation – the expectation of dishonesty or someone trying to be sly or sneaky. Which is the exact opposite of building trust (even if trust is created?) She believes the answer to the original question lies in the intention of the seller.
Near the end we played with the idea that manipulation is not negative if you have permission to do it. As in – if you read a book or go to the movies you are giving the author permission to draw you in, to create emotions in you based on a story.
But without that consent manipulation, building trust for sinister reasons, is evil.
What do you think – is building trust on purpose to gain something manipulation?
Connect with the panelists:
Joey Robert Parks: https://www.linkedin.com/in/joeyrobertparks/
He is a ghost writer and the Da Vince of Wordsmithing. He’s written 32 books fiction and nonfiction for successful entrepreneurs.
Todd Karges: https://www.linkedin.com/in/toddkarges/
Has a background in project management and building agile development mindsets. He is a transformation and change management practitioner and a leadership development coach. Based outside of Toronto.
Kaitlyn Niechwiadowicz: https://www.linkedin.com/in/kniechwiadowicz/
Senior Manager of Talent at Alkegen where she leads their global learning and talent management initiatives. She is passionate about helping individuals make an impact and exceed their potential.
Dr Robyn Odegaard: https://www.linkedin.com/in/robynodegaard/
AKA Mental MacGyver. My doctorate is in organizational business psychology with a concentration in sport and performance. I provide luxury level, high performance support and coaching to executives, founders, celebrities and athletes.
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