True Story
Truth Builds Trust
I asked our server at a local restaurant what he would recommend on the menu. Without hesitating, he suggested a few items, and then the surprise came. He continued, saying he wouldn't recommend two main dishes, explaining, "I'm not sure why, but when I clear a table, those are the ones where people have left a lot on their plates."
I was shocked. No server has ever NOT recommended a dish. At that point, I completely trusted anything he said about the meals I was interested in ordering. Of course, he was absolutely right.
This Living is Selling real-world sales moment is the perfect example of how quickly the truth builds trust (and helps to get a bigger tip).
