10 months ago
January 11, 2018

Lies! 4 Common Lies Sales Customers Tell and How to Deal with Them

Sales customers lie. They lie for many reasons. The difficult part for sales recruiters and reps is that you can’t really do much about it. You can’t call them out…

Claire McConnachie

Sales customers lie. They lie for many reasons. The difficult part for sales recruiters and reps is that you can’t really do much about it. You can’t call them out without risking a potential sale.

The key is to understand when they lie and how to handle it. Some customers lie because they don’t have time to deal with you at that moment, they lie because they have another deal on the table, or they lie unknowingly.

Our sales recruiters have put together a list of some of the most common lies you will hear from sales customers and some tips for how to deal with them:

1. We don’t have the budget right now

You’ve probably heard this one a few times. It’s a quick way for customers to get off the phone with sales reps. More often than not, it means they have the budget, but they are not sure they want to use it for what you are selling. You can handle this by discussing where money is being spent and repositioning your sales solution to ensure it aligns with the client’s needs.

2. I have a better offer

This may or may not be true. When you hear this, your customer wants a better deal. When you face price objections, focus on the value you provide and emphasize the benefits of choosing your organization. Reinforce the importance of getting what you pay for.

3. They are out of the office

If you are cold calling, you will get this response more often than not. The best way to handle this is to inquire about the best time to call and set a time to speak with the prospect.

If you get the answering machine, make sure you leave a detailed messaged. As an alternative, try to call early in the morning, before your prospect gets busy.

4. I will read your email/website/pamphlet

The vast majority of your customers will not read the information you send them, unless they specifically request it. People are busy, and they are not interested in your marketing material. Therefore, you cannot depend on information dumps to engage prospects. Use it as a secondary resource to help close deals or provide further information. Use it to provide value and to add credibility to your offer.

More Tips to Manage Sales Customers

No Sale?! 5 Common Sales Objections and How to Overcome Them

Sales Objection or Just a Concern? What’s the Difference and How to Handle Them

The Secrets of Selling. 4 Ways Psychology Plays a Role in Sales

 


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.

Claire McConnachie

Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.