Let’s pretend for a moment that you walk into an electronics store. What’s the first question you typically get asked? “Can I help you find anything?” – right?
What do you (or most people) typically say? “Just looking, thanks.” Are you really just looking?
If you’re like me, I wish I had the spare time that allowed me to browse through stores. Unfortunately, I’m busy, and that’s not the case. When I walk into a store, I know what I’m looking for. Yet, I lie to the salesperson who asks me if they can help me find anything.
Well, probably because I don’t want to be sold. You know, sold… that feeling where the salesperson has an agenda, is trying to get me to buy something I don’t need, spend more money than I want to, or take up my time telling me about things I don’t want. So, I lie. I’ll find it myself, even if I have to walk down every last aisle…
It’s no different when you’re in any other kind of selling scenario. The word “salesperson” automatically and inherently carries a negative association/connotation. People naturally “guard” themselves from those they perceive have an agenda. So, yes, buyers lie. They lie about needs, about money, about decision, etc. Sometimes they mean to evade and sometimes they just really don’t have all the information.
Does this mean buyers are BAD? Of course not. It just means that we need to create a different and unique experience for our prospects to uncover the truth, while helping them to feel at ease.
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