Geoffrey James at BNET continues his series of top ten lies in sales. This week, he posted the Top Ten Lies Customers Tell Sales:
LIE #10: “We don’t have the budget.”
LIE #9: “I promise to read your brochure.”
LIE #8: “I am the sole decision-maker.”
LIE #7: “Your competition is much cheaper.”
LIE #6: “We always get a big discount.”
LIE #5: “I’m sorry I missed our meeting.”
LIE #4: “She’s not in the office.”
LIE #3: “Hi! I’m away from my desk right now…”
LIE #2: “Our bidding process is fair.”
LIE #1: “The check is in the mail.”
I would add a couple more: “We are not ready to make a decision yet and want to look at other vendors” (ergo, your value proposition isn’t strong enough to close this now), “I need to review this with my team” (ergo, I am not the decision maker).
Does your training and sales handbook cover these situations?
The article includes what they really mean and counter tactics.
See full article here: http://blogs.bnet.com/salesmachine/?p=2323
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
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