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2004 | OriginalPaper | Chapter

Telling clients what they want to hear

Published in: Management and Myths

Included in: Professional Book Archive

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All salesmen know the dilemma well: should you tell clients what they want to hear, or the mundane, far less attractive, truth? Only point out strengths and ignore weaknesses? For some it pricks the conscience. But business people and consultants know their lives are easier, happier and richer if they simply give in and agree with the clients and do what they want, irrespective of whether their decisions are wise or not.

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Metadata
Title
Telling clients what they want to hear
Copyright Year
2004
Book
Management and Myths

Print ISBN: 978-1-4039-2204-5

Electronic ISBN: 978-1-4039-9003-7

Copyright Year: 2004

DOI
https://doi.org/10.1007/978-1-4039-9003-7_51