“The prospect lies to you. The prospect’s value system says that lies to salespeople do not count! It’s fair game to say anything to a salesperson, and still get to heaven.
Prospect’s don’t lie because they are bad people, however. They lie to defend themselves... They know salespeople go to seminars to learn ‘the right moves’ to become trained killers… Thus, the prospects have learned to defend themselves.”
One of the biggest mistakes new salespeople make when they start selling is believing what the prospect tells them to be truth, when it is probably a lie. Sound harsh? Too bad… it’s true! People have conditioned defense responses in how they deal with salespeople. In order to keep harmony they figure it is better to lie than to tell them “no” or the real reason they don’t want to buy today.
If a potential customer says, “I want to think about it” the salesman assumes that is the truth, when in reality the prospect doesn’t have money, they want to shop around, or they are worried about what their family will say. Instead they simply tell you the lie.
There are a million reasons people don’t buy and the prospect probably isn’t going to directly tell you theirs. The way to get
the truth is by asking questions. If they say, they aren’t interested… ask them what they don’t like about it. If they say, ‘I need to think about it’ ask them what elements of the plan you didn’t explain clearly. Ask, Ask, Ask! It is only through asking questions that you will find the real reasons people don’t buy.
Some people want what you have and others don’t. Your job is to find those interested buyers who want what you have and help them ‘get out of their own way’ and own the product or service you have to offer.
Every time you believe a lie you are allowing a prospect to pat you on the head and say ‘Nice salesman, now go away.’ You are losing the sale because you assume they are telling you the truth. DON’T BELIEVE THE LIE, DIG DEEPER TO FIND OUT MORE INFORMATION!