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Some sales people allege and misconstrue that many buyers are liars, with all the round around given to some of them, or false promises that they will buy...
But are they?
Can you sell when you start out on a negative mode?
By Wendy Weiss, The Queen of Cold Calling™
Some sales people allege and misconstrue that many buyers are liars, with all the round around given to some of them, or false promises that they will buy...
But are they?
Can you sell when you start out on a negative mode?
All Buyers are Liars?
By Wendy Weiss, The Queen of Cold Calling™
Earlier this week in the Prospecting Mastery live group mentoring program, one of the participants posed this question: “Wendy, is it true that all buyers are liars?”
I thought this was a great question that some of you might also be asking yourselves, so I decided to share my response with my Opening Doors & Closing Sales readers:
Many sales professionals certainly believe this statement to be true. By simple logic, however, the statement, “All buyers are liars,” cannot possibly be true. While it can be true that some buyers might be liars they cannot all be liars.
More importantly, the mindset that every prospect with whom you speak is lying to you is not a mindset that supports you. And, it is not a belief that will help you become successful. Instead, the mindset that every prospect is lying to you is depressing and demoralizing and keeps you from asking the questions you might otherwise ask to dig deeply and clarify the needs of that prospect. If they are all lying to you, why bother?
A prospecting call is an interruption. Sadly, our prospects are not all sitting by the phone waiting for our calls… They are all doing something else when that phone rings. In addition, a prospecting call is an introduction. Once you introduce yourself to a new prospect it takes some time to build trust and to build a relationship. At the beginning of your relationship, your prospect may not tell you everything – this is a very natural and a very human response.
My recommendation to the participants in the Prospecting Mastery program was to remain neutral – no jumping to conclusions, no mind-reading, and no assumptions about what the prospect is “really thinking”…. Instead, I recommended that they listen to what the prospect has to say and then ask relevant questions. Buyers are not liars, they are simply human beings.
I thought this was a great question that some of you might also be asking yourselves, so I decided to share my response with my Opening Doors & Closing Sales readers:
Many sales professionals certainly believe this statement to be true. By simple logic, however, the statement, “All buyers are liars,” cannot possibly be true. While it can be true that some buyers might be liars they cannot all be liars.
More importantly, the mindset that every prospect with whom you speak is lying to you is not a mindset that supports you. And, it is not a belief that will help you become successful. Instead, the mindset that every prospect is lying to you is depressing and demoralizing and keeps you from asking the questions you might otherwise ask to dig deeply and clarify the needs of that prospect. If they are all lying to you, why bother?
A prospecting call is an interruption. Sadly, our prospects are not all sitting by the phone waiting for our calls… They are all doing something else when that phone rings. In addition, a prospecting call is an introduction. Once you introduce yourself to a new prospect it takes some time to build trust and to build a relationship. At the beginning of your relationship, your prospect may not tell you everything – this is a very natural and a very human response.
My recommendation to the participants in the Prospecting Mastery program was to remain neutral – no jumping to conclusions, no mind-reading, and no assumptions about what the prospect is “really thinking”…. Instead, I recommended that they listen to what the prospect has to say and then ask relevant questions. Buyers are not liars, they are simply human beings.
Yes when selling we should have a positive mindset. When buyers seemed to be negative about the product we should know how to deal them positively so that we could sell. Not all buyers are liars. If they really want or need the product, there's no need for them to lie despite buy it right away.
ReplyDeleteApril Lyn
HGOMP
Having positive mindset all things are possible. We can easily motivate and convince the consumer because they knew that we are confident in selling our product.
ReplyDeleteMildred
HGCMP