For more than twenty years we have been training salespeople. One of the most common behaviours we have observed is when they resort to Disloyal Bonding. This term means, bonding with your customer in a way that is clearly and explicitly working with that customer, against your own organisation. It is a form of dishonest behaviour. ‘I’ve got nothing to do with the pricing…’ or ‘these letters are generated by computer, let me see what I can do…’ or ‘I used to be able to give you an offer…’ or ‘if you tell me you’ve seen the internet rate…’ or 'Yes, that is more expensive' or 'oh yes the older version was rubbish...'

You’re saying something to the customer that deflects blame for the policies and pricing, the apparent lack of ethics, the poor quality of product etc. Disloyal Bonding perfectly describes this habit. Either you are encouraging it, your managers are, or your people are unconsciously resorting to it.

Why Strategic Lies? Very often, Disloyal Bonding is not just a habit or an unconscious behaviour, but a policy, a cynical, money grabbing strategy designed to increase revenues at the expense of integrity. This could come from the very top of a huge company and cascade down to managers who are expected to enact this policy.

Why is this book about 'Whose Side Are You On?'. Because, if you don’t understand what Disloyal Bonding is, how it infects an organisation or how you do it yourself without thinking, then over time, your business will develop a negative reputation. That damaging perception will be being reinforced by your own staff, when you thought they were on your side!

In this book, we will give you many examples of Disloyal Bonding in action, and you will want to take immediate action to stop it. That is easier said than done: this is a major habit shift for millions of people. But it starts here. With this book. Understanding it and strategising a change programme to eliminate it, would be the most positive outcome for you and your business.