{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Signed","title":"Playbook: Finding the Truth When Everyone Is Lying","html":"","width":"100%","height":180,"duration":510,"description":"Every vendor stretches the truth somewhere in your sales process, and most buyers respond to all of it the same way, forgiving everything or torching a good deal over nothing. In this Playbook, Max Clark sorts vendor lies into three categories, a harmless stretch, one rep's invented promise, and a lie the whole company stands behind, and gives a different response for each. Then he turns the mirror on buyers, the shopped quote, the invented deadline, the fake executive sponsorship, because buyers run the same three plays back. Keep guessing which lie you just caught, or put someone neutral in the room who ends the guessing entirely. That's the only fix that actually works.\nRun this the next time a vendor claim doesn't sit right\nCreative embellishment. The provider is stretching into a category they do not quite fit, out in the open. Calling a router with a config page \"SD WAN\" is the pattern. Costs you nothing to see through. Note it, move on.\nOne rep's invention. A specific promise nobody at the company authorized. \"I text the CEO directly\" is the tell. This is a person problem, not a company problem. Get a different rep, do not walk from the vendor over it.\nInstitutional fiction. The whole sales org repeats the same claim with a straight face, and leadership blessed it. When the dishonesty is the official story, that is the provider you cut.\nNow run your own last vendor call through the same three buckets, from the vendor's side of the table. Telling three competitors they're each the front runner, that's your version of Bucket 1. Inventing a deadline that doesn't exist to force urgency, that's Bucket 2. Claiming executive sponsorship that doesn't exist because your whole team has quietly agreed to say it, that's Bucket 3.\nKeep guessing which lie you just caught, or put someone neutral in the room who ends the guessing entirely. That's the only fix that actually works.\nThe Playbook\n\n\nResources mentioned\nSD WAN, the capability category vendors most often...","thumbnail_url":"https://img.transistorcdn.com/d8NGarPLhvklmJcOQEYdHcKCmSM85HfY2AEspyWoL-M/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS82NzJl/MzE1NTFmNzgzMjVk/NTdhOTc4ZGU2YWYx/Zjc5Ny5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}