Buyers are Liars

What does "Buyers are Liars" mean to you?

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

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Originally Posted by Justyn

Dysfunctional selling practices have bred dysfunctional buying practices.

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Originally Posted by Justyn

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.

I share similar points of view.

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Originally Posted by Houston

What does "Buyers are Liars" mean to you?

Everybody has a buying style....as sales people it is our job to understand the buyers style....including liars!

Buyers are liars means, to me, that Buyers are going to do what it takes to protect their own interest even if that means lying to the salesperson. Buyers aren't always liars but their actions are suspect.

My first sales job, at the age of 20, was with a major manufacturer of forklift trucks. Our district office had a compulsory sales meeting every Friday afternoon. The only one who did not have to attend was Bob Jordan, who was one of the top salespeople in the entire industry.

One Friday, Jordan was in the office doing some work at his desk while the sales meeting was going on. One of the older salespeople remarked to the group, “All buyers are liars.” Everyone else seemed to agree.

Jordan walked over to the meeting and said, “Correction: Most buyers only lie to liars.” Then, he went back to his desk.

A few of the other sales people followed him back to his desk and wanted him to explain what he meant. His reply was “I’m too busy. Figure it out for your selves.”

It took me several years to realize how right he was.

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Originally Posted by JacquesWerth

My first sales job, at the age of 20, was with a major manufacturer of forklift trucks. Our district office had a compulsory sales meeting every Friday afternoon. The only one who did not have to attend was Bob Jordan, who was one of the top salespeople in the entire industry.

One Friday, Jordan was in the office doing some work at his desk while the sales meeting was going on. One of the older salespeople remarked to the group, “All buyers are liars.” Everyone else seemed to agree.

Jordan walked over to the meeting and said, “Correction: Most buyers only lie to liars.” Then, he went back to his desk.

A few of the other sales people followed him back to his desk and wanted him to explain what he meant. His reply was “I’m too busy. Figure it out for your selves.”

It took me several years to realize how right he was.

What did he mean Jacques?

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Originally Posted by Seth

What did he mean Jacques?

I believe that Bob Jordan did us a favor when he said, "Figure it out for your selves."

If he had given us the answer, most of us would have rejected it without further thought. When I finally understood, it stuck with me for the rest of my life.

Quote:

Originally Posted by JacquesWerth

I believe that Bob Jordan did us a favor when he said, "Figure it out for your selves."

If he had given us the answer, most of us would have rejected it without further thought. When I finally understood, it stuck with me for the rest of my life.

The closest answer I can come up with is that the more people trust you the more open and honest they will be with you.

Quote:

Originally Posted by JacquesWerth

My first sales job, at the age of 20, was with a major manufacturer of forklift trucks. Our district office had a compulsory sales meeting every Friday afternoon. The only one who did not have to attend was Bob Jordan, who was one of the top salespeople in the entire industry.

One Friday, Jordan was in the office doing some work at his desk while the sales meeting was going on. One of the older salespeople remarked to the group, “All buyers are liars.” Everyone else seemed to agree.

Jordan walked over to the meeting and said, “Correction: Most buyers only lie to liars.” Then, he went back to his desk.

A few of the other sales people followed him back to his desk and wanted him to explain what he meant. His reply was “I’m too busy. Figure it out for your selves.”

It took me several years to realize how right he was.

Great experience Jacques - Thanks for sharing.

Buyers are Liars

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