Do you sound like a salesman?
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.