Are prospects really truthful with salespeople? No. Very often prospects will mislead or even lie to salespeople about the situation. This is not a morale judgment, nor does it make them bad people.

Who causes this problem? The salesperson or the prospect? Many would contend we get what we deserve…salespeople have brought it on themselves. Prospects may be justified in misleading because some salespeople have been lying to prospects for years. There are two types of lies: “I have no need for your product/service” OR “Come over and see me, I need what you have”. Either way, if you are not prepared your prospects will be in control of the process.

Successful salespeople have figured out how to wade through the deception and find the truth. First, get a whole lot better at listening and asking good questions. With the benefit of these questions and additional techniques, great salespeople help their prospects discover what they need and share the truth. Often times prospects do want to buy, yet hate to be sold. The key is helping them discover and share the true problems they are experiencing.

Remember, “All Buyers Tell Mistruths”, so protect yourself and learn how to overcome the games prospects play. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.

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