Prospects Are Liars! | Donald C. Kelly - 1973

Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal.

Why Do Buyers Lie?

• Buyers don’t always lie intentionally. However, there’re three main reasons why they do:
• They feel uncomfortable saying “no.”
• They’re not interested but don’t want to hurt your feelings.
• They want to “think about it,” often as a way to avoid further discussion.

Key Strategies for Sellers

• If you find them lying to you, try these strategies to get the truth out of them:
• Seek honest answers by asking tougher, more direct questions.
• Never assume a prospect’s motives, instead get to the real issue.
• Practice probing with family or friends to build confidence.
• Avoid desperation and maintain control throughout the process.
• Don’t wait. Address hesitations immediately rather than letting deals linger.

“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.