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As you’ve probably guessed by reading the title of this article, this isn’t the first time I’ve written about the lies that prospects love to tell. And in all honesty, I’m pretty sure it won’t be the last. That’s because, particularly here in Britain, prospects often lie to get salespeople off the phone. Sometimes it’s because saying no to someone straight away can seem bad mannered, blunt and, and downright rude
One of the strangest conundrums in the business world (particularly here in Britain) is that we’re always so focused on being polite to people that we lie to them, in fear that the truth will be offensive. This, in part, explains the blunt nature of most successful salespeople, who seemingly love to cut to the chase. Unfortunately, not everyone is as blunt as your average salesperson, and so for the foreseeable future, we’re going to have a business world filled with really nice liars- an oxymoron if I’ve ever heard one
Competition. Something that every salesperson faces on a daily basis. Sadly, cutting prices doesn’t constitute a competitive sales technique in the long-run. That said, a staggering 73% of respondents to the recent UK Sales Skills Audit were lacking in the basic skills required to maintain a competitive footing in the market and simply weren’t aware of the impact that competitors can have upon pipeline, opportunities and revenues.
This got me thinking