Buyers are Liars

Originally Posted by Justyn

To me it means that for hundreds of years, the sales profession as a whole has groomed buyers to be weary of us. Yup, we're to blame.

Dysfunctional selling practices have bred dysfunctional buying practices. Now we're so disconnected that purchasing agents have jobs and "any communication with anyone other than the contact listed in this RFP is prohibited and will result in rejection of your proposal".

Our jobs are harder than they might be otherwise, but if that wasn't the case everyone would be in sales

I think it also means that salespeople are a little optimistic when they imagine the remainder of the sales process.

Oh, and that they were afraid to ask questions. I don't think buyers lie as much as they let salespeople believe what they want to believe.

Justyn