By Jeff Beals
“Buyers are liars.”
That’s an age-old saying in the sales profession, and I hear salespeople use it from time to time.
I’m not a fan of the saying, because using it can emotionally pull you apart from a client, but there have been times when I too have thought “buyers are liars.”
Why do sales pros feel compelled to utter these words? Is it because grizzled veterans get cynical and jaded after years of sales trench warfare?
Perhaps that’s the case for some burned-out old timers, but it’s not the main reason.
Is it because sales reps harbor feelings of hostility toward their clients?
No, it’s not that either. Most professionals are grateful they have clients.
Sales pros like to use the term “buyers are liars,” because sometimes they’ll work hard trying to find the perfect solution for a client only to have that client later say they want something completely different. It happens a lot in some industries.
Is that the buyer’s fault?
Occasionally, but not usually.
While some people choose to mislead a salesperson for whatever reason, blame is usually placed at the foot of the sales pro. We sometimes think “buyers are liars” because we are not really listening. More significantly, we’re not listening as intensely and studiously as we should.
The key is to listen like a detective. Think like a detective. Act like a detective.
Ask questions and carefully listen. You need to listen as intently and actively as a detective listens while interrogating a suspect in a homicide or some other serious crime.
I have often thought that many of the activities professionals (of any industry) do each day are analogous to the work done by detectives.
Whether you are selling, negotiating, proposing or convincing, your success depends on conveying information and getting information out of somebody else. There are times when your clients, colleagues and vendors do not want you to know the whole story. Other times, they may accidentally omit important parts of the information.
As a “detective,” you need to keep digging. Turn over the rocks. Scratch the dirt. Use your Sherlock Holmes magnifying glass. Don’t take things at face value. If you have any doubts or feel like there is even the slightest hole in the information you are receiving, you need to keep questioning – and listening – like a detective.
During interrogation, criminal suspects have a vested interest in the outcome, which is why they lie, withhold, mislead and evade. Detectives look for inconsistencies in their stories and take cues from suspects’ body language. When detectives get the sense that they might be making progress in an interrogation, they start to go deeper, asking more detailed and intricate questions.
Hopefully, your professional interactions are not as grave and adversarial as a criminal interrogation. Nevertheless, you must know that many of the people with whom you interact feel compelled to withhold information. You need to get that information out of them, because it has a direct impact on your success.
Even when the other person and you have a mutual interest, it’s not uncommon for the truth to lie beneath the surface. Keep questioning and listening intently until you are convinced you have unearthed the whole story.
ATTENTION SALES PROS:
I want to make you aware of a unique prospecting resource available to you. My colleague Beth Mastre and I are offering the “Sales Prospecting Masterclass” on Tuesday, August 29th in my hometown of Omaha, Nebraska. It’s sponsored by the Greater Omaha Chamber of Commerce, but anyone, regardless of whether they are a chamber member, is welcome to register.
This class will change the way you prospect. It’s a “deep dive.” We’ll spend the whole day covering what actually works in today’s challenging sales environment. Every participant will leave with a step-by-step, personalized prospecting plan and actual language you can use to engage prospects the very next day. Click here for information or to register!
Jeff Beals shows you how to find better prospects, close more deals and capture greater market share. Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”
Here’s Why Should You Choose Jeff Beals as Your Next Speaker:
“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY
“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil
I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here. He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard. Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA
“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team