Ever heard the phrase, ‘Buyers are liars?’
It’s a common sales stereotype.
I learned the hard way… 👇
When I first got into sales, I had a Florist Shop as a client with multiple locations in Manhattan. They needed additional services, including a PBX (cloud-based phone system).
After 60 days of back-and-forth about budget concerns, I found out they purchased from a competitor. My colleague summed it up: “buyers are liars.”
While that’s a pessimistic view, there’s some truth to it—buyers won’t always share everything right away.
Here’s what I learned:
→ Trust your instincts—if something feels off, it probably is.
→ Set quote expiration dates to maintain control of the process.
→ Build trust by asking the right questions to uncover the real challenges.
By guiding buyers through this process, you shift the conversation from defense to collaboration. Show them you’re here to solve problems, not just sell a product. And remember, where there’s smoke, there’s fire.
After applying these strategies:
→ I developed stronger, more transparent relationships with my clients.
→ I became better at asking the tough questions and trusting my gut.
→ Buyers were more open, helping me forecast and set expectations more accurately.
P.S. What strategies do you use to gain deeper insights from your buyers?
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Anthony Lobosco
