Buyers are Liars — NOT!
leadershipteam
Thu, 02/27/2020 – 16:03
Authored by:
Colleen Stanley
I recently listened to a salesperson explain why buyers are liars. As she presented her compelling arguments for this belief, it became clear why this seller wasn’t hitting her sales goals.
What prospect in their right mind would enjoy meeting with a salesperson who thinks he’s a liar?
This skeptical attitude doesn’t create trust, rapport and all those wonderful things we tout in the selling profession.
Buyers are not liars. They are TIRED. And tired prospects feel like they are forced to give responses (lies) in an attempt to get rid of ineffective salespeople.
Buyers are tired of salespeople that are focused on achieving their quota rather than the right solution for the buyer. These salespeople are persistent and overcome any and all objections.
So, a buyer tells the salesperson he needs
