Geoffrey James: Top 10 Lies Customers Tell Sales Reps Part Two

We get a real kick out of reading Geoffrey James' posts on BNET. They are interesting and we use his thinking in our own business development. Have a read and tell us what you think.

LIE #5: “I’m sorry I missed our meeting.”

How often it’s actually true: If it happens more than once, it’s definitely a lie.

Why they tell this lie: They’re trying to gloss over the fact that they blew you off.

Your best response: Let it go, but remember:customer now owes you one, whether he realizes it consciously or not.

LIE #4: “She’s not in the office.”

How often it’s actually true: Assuming it’s a cold-call, probably 10 percent of the time.

Why they tell this lie: The admin is protecting the decision-maker from contact with sales reps, usually because the real decision-maker is a pushover when it comes to sales.

Your best response: Treat it as if it were true. Ask when would be a good time to call. You may need to sell the admin on the idea that your call is important enough to put through.

LIE #3: “Hi! I’m away from my desk right now…”

How often it’s actually true: For most office-bound executives, about 25 percent of the time.

Why they tell this lie: They’re screening their calls so that they can get some real work done.

Your best response: Call very early in the morning, or call multiple times over the weekend. (Be sure to have call blocking so that you don’t come up looking like a stalker). Most executives work extra hours and they mostly take their own calls when the office is empty.

LIE #2: “Our bidding process is fair.”

How often it’s actually true: Most of the time. But rigged bidding is pretty common in some industries. (You know who you are…)

Why they tell this lie: They’re hiding the fact that a competitor — probably for irrational or illegal reasons — has the inside track.

Your best approach: If you’re certain it’s a lie, cut off all contact with the customer. The business that they’d give you isn’t worth the hassle. Trust me on this one.

LIE #1: “The check is in the mail.”

How often it’s actually true: If the check is more than 5 days late, almost never.

How to tell if it’s truly a lie: If this is the second time you’ve heard the statement, the check is definitely NOT in the mail.

Your best response: Explain that your mailbox is frequently vandalized. Insist that they cancel the outstanding check and send you a new one, using package tracking. That way there will always be a record of any check sent to you.