Well…sometimes clients also lie
Clients are also people and sometimes they can’t tell the whole truth. Here are some of the most typical performance of client’s lies and how to benefit from it.
Lie №1 “We’re completely satisfied with our current provider/vendor”. As much as a client praises his current vendor he’ll always consider a better proposal. Your mission is to explain why you’re the better alternative.
Lie №2 “We have no budget for that”. If there’s no bankruptcy these words practically mean: “We have other projects which are more important”. Your mission is to explain why your offer is worth to consider.
Lie №3 ?The decision is only up to me”. In most of the cases this is only a dream. Even in family owned business someone can enforce veto over a decision of other member. In the big companies decisions can be made only through consensus. Your mission is to try to convince the majority of decision makers so that they will choose your product.
Lie №4 “Send me additional information and we’ll think about it”. In fact when a client says this he’s trying politely to tell you: “Get away, I’m busy right now!” Act diplomatically, confirm you’ll send further details but you can also ask something like: “Could you tell me something more about your priorities in this branch?” And let the conversation continue!
Lie №5 “I am terribly sorry that I’ve missed our appointment!” Well, obviously he or she doesn’t sorry as much as it sounds but fortunately nowadays social norms require that the client has to do something in order to offset you for the wasted time.
Lie №6 “Your competitors have much more lower prices”. A client knows perfectly that there is a well-grounded reason for your price – for instance you have good qualified services and products which can offer additional opportunities. But if this is not so you have a problem with positioning and presenting of your proposal.
Lie №7 “If you don’t offer us a bigger discount there will be no deal!” If you give in and consider a bigger discount the client will decide that you have the intention to cheat him. Don’t step back, there will be a deal!