{"id":115431,"date":"2025-10-09T08:30:07","date_gmt":"2025-10-09T06:30:07","guid":{"rendered":"https:\/\/premium-speakers.com\/?p=115431"},"modified":"2025-10-09T08:30:08","modified_gmt":"2025-10-09T06:30:08","slug":"why-honesty-is-the-strongest-selling-point","status":"publish","type":"post","link":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/","title":{"rendered":"Why honesty is the strongest selling point"},"content":{"rendered":"\n<p><strong>Guest article by sales professional Oliver Schumacher<\/strong><\/p>\n\n\n\n<p>Some time ago, I was sitting with a sales team. One of the salespeople told me: \u2018I simply told the customer that I couldn&#8217;t lower the price \u2013 because otherwise it wouldn&#8217;t be fair. And suddenly there was silence in the conversation.\u2019<\/p>\n\n\n\n<p>Many colleagues were amazed. No tricks, no platitudes, no show. Just one honest sentence \u2013 and it had more impact than any discussion about discounts.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-honesty-creates-trust\">Honesty creates trust<\/h2>\n\n\n\n<p>In sales, people often search for the perfect argument. For the magic phrase that will sweep away all objections. But customers are more alert than ever before. They can sense when someone is just using tactics.<\/p>\n\n\n\n<p>Honesty, on the other hand, is disarming. It shows that:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The salesperson stands behind their offer.<\/li>\n\n\n\n<li>The product is priced as it is presented.<\/li>\n\n\n\n<li>There are no hidden games.<\/li>\n<\/ul>\n\n\n\n<p>Customers appreciate this. Because in the end, they don&#8217;t just want to buy \u2013 they want to be sure they are making the right decision.<\/p>\n\n\n\n<p><strong>Honesty is an attitude, not a technique<\/strong><\/p>\n\n\n\n<p>Many people ask me as a speaker: \u2018How do you train honesty?\u2019 My answer: You don&#8217;t train honesty itself \u2013 you train the courage to be honest.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The courage to be clear about price and performance.<\/li>\n\n\n\n<li>The courage to say no sometimes.<\/li>\n\n\n\n<li>The courage not to promise the customer something you can&#8217;t deliver.<\/li>\n<\/ul>\n\n\n\n<p>This changes not only communication, but also charisma. Those who come across as honest appear confident \u2013 and that is precisely what makes them convincing.<\/p>\n\n\n\n<p><strong>The effect on price negotiations<\/strong><\/p>\n\n\n\n<p>In my seminars on price negotiation, I see it time and time again: salespeople who talk honestly about prices have to give fewer discounts. Why?<\/p>\n\n\n\n<p>Because honesty automatically conveys three things:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Competence \u2013 \u2018I know what my offer is worth.\u2019<\/li>\n\n\n\n<li>Clarity \u2013 \u2018I don&#8217;t beat around the bush.\u2019<\/li>\n\n\n\n<li>Strength \u2013 \u2018I can withstand pressure.\u2019<\/li>\n<\/ul>\n\n\n\n<p>And these three factors are often more important in price negotiations than any additional argument.<\/p>\n\n\n\n<p><strong>Conclusion: Honesty sells<\/strong><\/p>\n\n\n\n<p>Honesty is not a soft ideal, but a tangible selling point. It saves on discounts, builds trust \u2013 and makes salespeople personalities that customers want to work with in the long term.<\/p>\n\n\n\n<p>As a speaker, I inspire sales teams to develop precisely this attitude. And as a trainer, I help them to put it into practice. Because one thing is certain: honesty sells.<\/p>\n\n\n\n<p><strong>Book Oliver Schumacher as a trainer or speaker: <a href=\"tel:17048041054\"><i class=\"far fa-phone-alt fa-fw me-1\"><\/i> 1 (704) 804 1054<\/a> or <a href=\"mailto:oliver.schumacher@premium-speakers.com\" target=\"_blank\" rel=\"noreferrer noopener\">oliver.schumacher@premium-speakers.com<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Guest article by sales professional Oliver Schumacher Some time ago, I was sitting with a sales team. One of the [&hellip;]<\/p>\n","protected":false},"author":782,"featured_media":114730,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":true,"footnotes":""},"categories":[16563,16382],"tags":[],"class_list":["post-115431","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-topics","category-blog-speakers"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.8 (Yoast SEO v26.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Why honesty is the strongest selling point &#8211; Premium Speakers<\/title>\n<meta name=\"description\" content=\"Honesty builds trust. Honesty is an attitude, not a technique. Sales professional Oliver Schumacher on honesty in sales.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Why honesty is the strongest selling point\" \/>\n<meta property=\"og:description\" content=\"Honesty builds trust. Honesty is an attitude, not a technique. Sales professional Oliver Schumacher on honesty in sales.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/\" \/>\n<meta property=\"og:site_name\" content=\"Premium Speakers\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/PremiumSpeakers\" \/>\n<meta property=\"article:published_time\" content=\"2025-10-09T06:30:07+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-10-09T06:30:08+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1920\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Premium Speakers\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@PremiumSpeakers\" \/>\n<meta name=\"twitter:site\" content=\"@PremiumSpeakers\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Premium Speakers\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/\"},\"author\":{\"name\":\"Premium Speakers\",\"@id\":\"https:\/\/premium-speakers.com\/en\/#\/schema\/person\/2bd266ceb7142fa71af1ad3909d9680e\"},\"headline\":\"Why honesty is the strongest selling point\",\"datePublished\":\"2025-10-09T06:30:07+00:00\",\"dateModified\":\"2025-10-09T06:30:08+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/\"},\"wordCount\":410,\"publisher\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/#organization\"},\"image\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg\",\"articleSection\":[\"Blog about Categories \/ Topics\",\"Blog about speakers\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/\",\"url\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/\",\"name\":\"Why honesty is the strongest selling point &#8211; Premium Speakers\",\"isPartOf\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg\",\"datePublished\":\"2025-10-09T06:30:07+00:00\",\"dateModified\":\"2025-10-09T06:30:08+00:00\",\"description\":\"Honesty builds trust. Honesty is an attitude, not a technique. Sales professional Oliver Schumacher on honesty in sales.\",\"breadcrumb\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage\",\"url\":\"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg\",\"contentUrl\":\"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg\",\"width\":2560,\"height\":1920,\"caption\":\"Oliver Schumacher Premium Speakers Sales Coach\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/premium-speakers.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Why honesty is the strongest selling point\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/premium-speakers.com\/en\/#website\",\"url\":\"https:\/\/premium-speakers.com\/en\/\",\"name\":\"Premium Speakers\",\"description\":\"Agentur f\u00fcr Referenten Vermittlung\",\"publisher\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/premium-speakers.com\/en\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/premium-speakers.com\/en\/#organization\",\"name\":\"Premium Speakers\",\"url\":\"https:\/\/premium-speakers.com\/en\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/premium-speakers.com\/en\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/premium-speakers.com\/wp-content\/uploads\/2018\/03\/logo.png\",\"contentUrl\":\"https:\/\/premium-speakers.com\/wp-content\/uploads\/2018\/03\/logo.png\",\"width\":1534,\"height\":722,\"caption\":\"Premium Speakers\"},\"image\":{\"@id\":\"https:\/\/premium-speakers.com\/en\/#\/schema\/logo\/image\/\"},\"sameAs\":[\"https:\/\/www.facebook.com\/PremiumSpeakers\",\"https:\/\/x.com\/PremiumSpeakers\",\"https:\/\/www.instagram.com\/premium_speakers\/\",\"https:\/\/www.linkedin.com\/company\/premium-speakers\",\"https:\/\/www.youtube.com\/channel\/UCrb9-cJEYUpbyi6KMAmZlCQ\"]},{\"@type\":\"Person\",\"@id\":\"https:\/\/premium-speakers.com\/en\/#\/schema\/person\/2bd266ceb7142fa71af1ad3909d9680e\",\"name\":\"Premium Speakers\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/premium-speakers.com\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/premium-speakers.com\/wp-content\/wphb-cache\/gravatar\/e81\/e818ac6db7ef29e15206c051dff002abx96.jpg\",\"contentUrl\":\"https:\/\/premium-speakers.com\/wp-content\/wphb-cache\/gravatar\/e81\/e818ac6db7ef29e15206c051dff002abx96.jpg\",\"caption\":\"Premium Speakers\"}}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"Why honesty is the strongest selling point &#8211; Premium Speakers","description":"Honesty builds trust. Honesty is an attitude, not a technique. Sales professional Oliver Schumacher on honesty in sales.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/","og_locale":"en_US","og_type":"article","og_title":"Why honesty is the strongest selling point","og_description":"Honesty builds trust. Honesty is an attitude, not a technique. Sales professional Oliver Schumacher on honesty in sales.","og_url":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/","og_site_name":"Premium Speakers","article_publisher":"https:\/\/www.facebook.com\/PremiumSpeakers","article_published_time":"2025-10-09T06:30:07+00:00","article_modified_time":"2025-10-09T06:30:08+00:00","og_image":[{"width":2560,"height":1920,"url":"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg","type":"image\/jpeg"}],"author":"Premium Speakers","twitter_card":"summary_large_image","twitter_creator":"@PremiumSpeakers","twitter_site":"@PremiumSpeakers","twitter_misc":{"Written by":"Premium Speakers","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#article","isPartOf":{"@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/"},"author":{"name":"Premium Speakers","@id":"https:\/\/premium-speakers.com\/en\/#\/schema\/person\/2bd266ceb7142fa71af1ad3909d9680e"},"headline":"Why honesty is the strongest selling point","datePublished":"2025-10-09T06:30:07+00:00","dateModified":"2025-10-09T06:30:08+00:00","mainEntityOfPage":{"@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/"},"wordCount":410,"publisher":{"@id":"https:\/\/premium-speakers.com\/en\/#organization"},"image":{"@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage"},"thumbnailUrl":"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg","articleSection":["Blog about Categories \/ Topics","Blog about speakers"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/","url":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/","name":"Why honesty is the strongest selling point &#8211; Premium Speakers","isPartOf":{"@id":"https:\/\/premium-speakers.com\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage"},"image":{"@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage"},"thumbnailUrl":"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg","datePublished":"2025-10-09T06:30:07+00:00","dateModified":"2025-10-09T06:30:08+00:00","description":"Honesty builds trust. Honesty is an attitude, not a technique. Sales professional Oliver Schumacher on honesty in sales.","breadcrumb":{"@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#primaryimage","url":"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg","contentUrl":"https:\/\/premium-speakers.com\/wp-content\/uploads\/2025\/09\/oliver-schumacher-premium-speakers-11-scaled.jpeg","width":2560,"height":1920,"caption":"Oliver Schumacher Premium Speakers Sales Coach"},{"@type":"BreadcrumbList","@id":"https:\/\/premium-speakers.com\/en\/magazin\/why-honesty-is-the-strongest-selling-point\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/premium-speakers.com\/en\/"},{"@type":"ListItem","position":2,"name":"Why honesty is the strongest selling point"}]},{"@type":"WebSite","@id":"https:\/\/premium-speakers.com\/en\/#website","url":"https:\/\/premium-speakers.com\/en\/","name":"Premium Speakers","description":"Agentur f\u00fcr Referenten Vermittlung","publisher":{"@id":"https:\/\/premium-speakers.com\/en\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/premium-speakers.com\/en\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/premium-speakers.com\/en\/#organization","name":"Premium Speakers","url":"https:\/\/premium-speakers.com\/en\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/premium-speakers.com\/en\/#\/schema\/logo\/image\/","url":"https:\/\/premium-speakers.com\/wp-content\/uploads\/2018\/03\/logo.png","contentUrl":"https:\/\/premium-speakers.com\/wp-content\/uploads\/2018\/03\/logo.png","width":1534,"height":722,"caption":"Premium Speakers"},"image":{"@id":"https:\/\/premium-speakers.com\/en\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.facebook.com\/PremiumSpeakers","https:\/\/x.com\/PremiumSpeakers","https:\/\/www.instagram.com\/premium_speakers\/","https:\/\/www.linkedin.com\/company\/premium-speakers","https:\/\/www.youtube.com\/channel\/UCrb9-cJEYUpbyi6KMAmZlCQ"]},{"@type":"Person","@id":"https:\/\/premium-speakers.com\/en\/#\/schema\/person\/2bd266ceb7142fa71af1ad3909d9680e","name":"Premium Speakers","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/premium-speakers.com\/en\/#\/schema\/person\/image\/","url":"https:\/\/premium-speakers.com\/wp-content\/wphb-cache\/gravatar\/e81\/e818ac6db7ef29e15206c051dff002abx96.jpg","contentUrl":"https:\/\/premium-speakers.com\/wp-content\/wphb-cache\/gravatar\/e81\/e818ac6db7ef29e15206c051dff002abx96.jpg","caption":"Premium Speakers"}}]}},"_links":{"self":[{"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/posts\/115431","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/users\/782"}],"replies":[{"embeddable":true,"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/comments?post=115431"}],"version-history":[{"count":0,"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/posts\/115431\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/media\/114730"}],"wp:attachment":[{"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/media?parent=115431"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/categories?post=115431"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/premium-speakers.com\/en\/wp-json\/wp\/v2\/tags?post=115431"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}