Buyers are Liars

We are taught from an early age to lie. Our parents even teach us the varying degrees of truth. We learn about “White Lies” and “Little White Lies” which are OK to tell. When we visit Grandma and she asks us how we like dinner, we learn to lie and tell her that we like it, whether we do or not. We smile and tell Aunt Stella how much we enjoyed the new socks and sweater she gave us for our birthday, when we really wanted a new baseball or a toy truck. These lies are acceptable.

As we grow up, our occassion to tell lies continues. We walk into a car dealership with the intention of buying a new car by the end of the week, but when approached, we lie to the salesperson and say: “No Thanks, I’m just looking.”

As a sales rep, you must understand this when you prospect and during the sales process. Your prospect was taught by his or her mother to lie.

Remember: It is OK to lie if telling the truth would hurt someone’s feelings.