There's an nice article by Marvin M. Lipman, M.D., in the latest Consumer Reports On Health newsletter about medical patients lying to their physicians. It's titled, "The Truth Shall Set You Free."
"Some patients do it because of shame, guilt, or fear of offending the physician. A desire to impress can also prompt lying. Side effects prompt still other patients to stop medications without telling their doctor."
Customers lie to salespeople, too. I wish they didn't, but they just do. It's a fact of selling. It doesn't mean they're bad people; it just means they're human beings.
Common lies to sales people:
- "I have to talk to my husband."
- "I need to think about it."
- "I want to get a couple other bids."
- "We want to get this going ASAP."
Don't take everything your prospects say at face value. To be effective, you must know the truth about your prospects, but to get to the truth you must be perceptive, skeptical, and wise.
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"All truths are easy to understand once they are discovered; the point is to discover them."
-Galileo
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Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting
company specializing in sales training in retail, in-home selling, and services. Subscribe to the
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