When you’re out and about generating sales leads there’s a high probability you’ll receive information from a potential buyer that isn’t entirely true.
That’s because potential customers will use any number of excuses to terminate your telephone call.
• We just bought one.
• Head office does the buying.
• The person responsible isn’t here.
• We don’t have funds in our budget.
You should see these excuses for what they are, i.e. another way of saying, “It’s not convenient to talk right now” or, “We’re not interested at present.”
Don’t let excuses demotivate you. And don’t interpret them as a true reflection of your prospect’s circumstances.
While the potential customer or their receptionist/protector is essentially lying, you shouldn’t take it to heart!
Worse than being misled by a potential customer while cold-calling is the ‘stomach wrenching’ discovery that the customer bought from someone else – despite the fact that they promised to buy from you!
And despite the fact that they assured you they would call you when they were ready to buy.
Most customers don’t believe that a sales person is telling “the truth, the whole truth and nothing but the truth.” This misplaced assumption tends to be their unspoken justification for not being honest with you.
Until you break through and form a relationship with your customer you need to accept that they may not always be honest with you.
The solution to this frustration? Accept it, forget it and move on.
Oh and be sure to never use this as a justification for you to reciprocate.