Is Your Team Equipped to Handle the Top Ten Lies Customers Tell Sales

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

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Eliot Burdett

CEO at Peak Sales Recruiting

Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.

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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