The first time I heard the phrase, “Buyers are Liars” I winced because it sounded so cynical and negative. Upon further thought I realized that someone came up with that phrase not because they were burned out on selling but more likely to encapsulate the fact that prospects often say one thing and do another. Prospective buyers might tell their devoted sales rep they will know for sure by Monday and then they ignore follow up calls as the weeks pass. Or they say the deal is 100% done and then stall for more time as the deadline passes. Why do they do it? Why are they not straight with us?

Here is why:

It’s not about you! It affects you, but it is not about you. You are seeing things from your perspective-we all do this. Take a moment and think about your prospect-their company, their life, their issues. If you pay close attention you will often see that your clients and prospective clients may be dealing with issues they consider bigger than the deal they are doing with you. Keep in mind that prospects have marriages, children, divorce, financial issues, health challenges, addictions, etc. just like everyone else. Sometimes just this change in perspective will help you to come up with the perfect follow-up approach or that extra bit of patience needed to see your deal through.

CAREER CHANGE READINESS QUIZ

Though the prospect of a new start is refreshing don’t forget the fundamentals of having an eye-catching and current resume, writing a great cover letter, brushing up on your interview skills, and most of all presenting yourself as the complete package! Before you take that leap, take this quick quiz to make sure you are completely prepared.

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