Buyers are liars, so they say.
I participated in some sales training last year. One of the trainer’s big points was that buyers lie to you. In fact, his whole approach was very aggressive and even a little combative “in a nice way”.
I am not sure that is the best way to approach a relationship. My experience has been that if I move through the world trusting others, they typically repay me in kind. On those occasions where I run into a buyer that is not trustworthy, it is usually up to me to determine if I chose to go along with the deception or not.
If we are self aware, (and most professionals, I have met, are) we know when someone is not telling the truth. We can then choose, whether or not, to call them on the deception or to go along with it. I have observed many professionals chose to accept the lie (perhaps a stall or delay) in order to avoid hearing “NO”. They just move on or they keep the deal alive for something to do. This is waste of everyone’s time. I think it is much better to ask the direct question and get the direct answer.
More importantly, we want to go into the transaction with the right mindset. Your mindset, your thinking, your beliefs will all affect the way the buyer (or anyone else) responds to you. We all have been through the courses in Consulting Selling, where we learned how to ask questions to “lead” the buyer to a decision. Buyers can sense your intent very quickly and if they feel they are being “sold” as opposed to being helped to buy; you will see more sales lost than won.
How are you approaching the relationship? Are you helping them make a decision or are you selling them?
Take Good Care,