Infocusselling’s Blog

December 2, 2008

Never Make Your Prospects Lie

Never Make Your Prospects Lie

by Jeff Bowe

Have you ever been asked a question when buying something that prompted you to lie while answering? Not a big lie, just a little one. I am guessing you have and I bet the question was, “Are you the decision maker for this purchase?” You probably said “yes” even though you knew you had to consult with someone else.

When you ask your prospects the same question, you are begging them to lie to you in exactly the same way. This isn’t a great way to start a relationship nor does it give you the information you need to make a sale. Let’s look at why this is such a dangerous question.



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