Do Prospects Lie to You?
Prospects lie to "salesmen", but that doesn't mean they are bad people. In fact, most people feel it's okay to lie to get rid of a "salesman". Do you sound too much like a "salesman" or a "telemarketer" when you call a prospect? Consider whether you always tell the truth to a salesperson. When you're shopping for an item and a clerk asks, "may I help you?" rather than taking help from them do you say; "just looking", even if they could point you in the right direction? Our first impulse is to be wary of a salesperson, so why should we be surprised when our prospects aren't completely forthcoming with us when we call them?
Prospects simply are afraid that they will be talked into a product or service they really don't want, or can't afford. For the most part, prospects want to buy; they just don't want to be sold. Your challenge is to ask the right questions with no-pressure so the prospect answers truthfully. When prospects aren't pressured, their defenses come down, and they are more likely to tell you the truth.
Do Prospects Lie to You?