Are buyers liars? · the hang up.

Callum Beecroft

Aug '23 • Content.

Are buyers liars?

What's going on everyone, hope you're all well.

So are buyers, liars?

You ever hear this one before?

I'm sure you have. Is there any truth behind this statement?

I would make a case for yes.

But firstly, why would buyers lie?

You go up to a random person in the street and ask them the question, "what do you think of sales people in one word?", what answers do you think you'll get?

Needy, pushy, untrustworthy, desperate. And those are the polite ones.

So salespeople aren't liked. It's the default position for most people, including sales people.

Why?

Because most salespeople are needy, push, untrustworthy & desperate. If you are, you've got to stop.

Understanding this, there's only one further question left to ask, how do you think someone is going to act and behave around a person they don't like or trust?

They're going to keep their cards close to their chest. They want to protect themselves, and they do that by lying.

What does lying look like on a cold call?

They say they're interested, when they're not. They say they don't have any problems, when they do. They say they're in a meeting, when they aren't. They say they're happy with their current supplier, when they have many issues.

They say, "send me an email" when they couldn't give a flying fuck what you have to say in that email.

There are always exceptions to the rule but 95% of the time the above rings true.

This is what makes cold calling a fascinating game. You know they're lying. There is only way to uncover the truth and that is to challenge the prospects words, use them against them by asking questions. Set traps.

Here are some examples of how to challenge a prospect...

💬 I don't recognise any of those problems, we're happy with our current supplier.

✅ It sounds like everything is perfect then?

- - -

💬 I do recognise some of them, I'd be interested to see what you have to offer.

✅ You'd be interested to see what we have to offer. You don't mind if I ask why, do you? I speak to business owners like yourself all the time and none of them have these issues.

- - -

💬 We might be looking at this soon. Could you send me an email?

✅ Sure I can send you an email, can I ask a question first. It's a blunt one. If you might be looking at this soon, why wouldn't you want to discuss this on the phone now?

- - -

Challenge, challenge, challenge.

You will uncover the truth for two reasons. Prospects will always answer questions. Ask enough good ones and you will back the prospect into a corner they can't escape from...

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