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Getting To The Truth by Keith Rosen, MCC

Written by: Keith Rosen

Article Overview: Most people feel they don't have an approach that would help in extracting the truth - the real truth - from someone during a conversation. Here's how you can do so without putting them on the defensive.

Getting To The Truth by Keith Rosen, MCC

When talking with someone, did you ever get the feeling that they were not being 100 percent honest and upfront with you? While many people have felt this way, whether it's a business owner, manager, parent, co-worker, coach or consultant, I'm often told that they really don't know how to handle it.

Take a salesperson, for instance. Instead of confronting a potential customer about this innate concern, they take what this prospect says and try to do their best to work around it, even though they know that the prospect isn't telling them something.

Many salespeople feel they don't have an approach that would help in extracting the truth - the real truth - from a prospect. After all, what could you say? "Mr. Prospect, I think you're lying to me or not telling me everything." Certainly not an approach I would endorse. Aside from putting the prospect on the defensive, there's a good chance that this approach will destroy any chance of selling to this person.

How can you tell when there's something else a prospect may be holding back from you? Here are a few signs.

1. If you and your prospect established the desire and need for your product or service and:

2. They stop returning your calls. They are still reluctant to meeting with you.

3. You can't seem to move the sales process forward, even when they continue to say "yes" to you. For example: You schedule a meeting and the prospect keeps canceling it. They have a clear interest in your services and even request additional information but something always seems to get in the way of taking the next step.

If you have ever run into a situation like this, there is a strong chance that there's something else the prospect isn't telling you. Here's a great way to find out what's really going on.

Use Your Senses

If a prospect makes a statement that causes your spider senses to tingle, trust and listen to your instincts. Remember, sometimes the real objection is two to three questions deep. Here's an example of how you can respond when you're following up with them.

You: "Mr. Prospect, based on our initial meeting, is it safe to say that you can see the advantages as well as the ROI that you would realize from our services?"

Prospect: "Yes. I definitely see the benefits."

You: "We've been attempting to get together and discuss what would need to happen so that you can start enjoying these benefits, but it seems that something always gets in the way of our meeting. I know you're very busy, but I'm sensing there may be something else that's getting in the way of taking the next step toward working together. Is that true?"

Prospect: "Well, actually."

And now, let the truth be known! Whether he is scared to make the wrong decision, had a bad experience with another purchase, is reluctant to admit he doesn't have the money, fears his job security, isn't the only decision maker, decided to use another company, doesn't want to hurt your feelings by saying "No," or wasn't motivated by a reason compelling enough that would make this a priority and cause him to want to explore what you have in greater detail, these are a few of the obstacles that can fly under your radar unless you dig deeper.

Notice the question I ask doesn't put the prospect on the defensive simply because I'm not accusing him of doing anything that would make him wrong. I'm not offending him by pointing my finger and playing the blame game. For example: "Every time we plan to meet, you keep rescheduling with me." "You told me that you were going to call me but you never did." "You said we would be able to get together for a few minutes." "I told you I was going to call you on Friday at 2 P.M. and when I did you weren't there."

Instead, make it about you. Beginning a statement with, "I'm sensing" acknowledges how you are feeling. Then, ask the prospect for help in determining whether your feeling is, in fact, valid.

This approach gives the prospect the space and permission they need to share the real truth, objection, or more of what is going on without feeling pressured.

Of course, there are those occasions when the prospect is actually telling you the truth or simply isn't interested in speaking with you. That's why it's critical to tap into your intuition and trust your instincts to determine how deep you actually want to dig to uncover the truth about what is stalling your next sale.

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Related Forum Posts
Re: Hey now! - Welcome Keith! What type of business do you run?
Re: Business attire - [quote="Sprezzatura Custom":3k75jxln]quality of construction/materials #2, and brand recognition/cachet of owning it #3.[/quote:3k75jxln] I wanted to add: 1.) How do you know how good the quality is until you've owned the item and tried washing and wearing it out? For example, I don't really know anyone who owns a $200 dress shirt from Harry Rosen, etc. 2.) If you're wearing a solid colored dress shirt, who would even know what brand it is? Sure the shirt would look nicer than something you can pick up from Costco, but it's not like 99.99% of people would be able to distinguish one top brand from another unless they pulled on your collar to see the branded tag.
Top Four Young Entrepreneur Mistakes - According to Youngmoney.com, these are the four most common mistakes made by young entrepreneurs: 1) Not enough networking 2) Not prepared for the work load 3) Lack of confidence 4) Afraid to ask family and friends for help I would add to this list not getting started in the first place. But, if these are your problems, I would suggest checking out Keith Ferrazzi's Never Eat Alone, and Guy Kawasaki's The Art of the Start, both of which provide great tactics for getting to that next level.
Me Too - So.... - I write. Its a form of 'pull' marketing that suits me, though I'm quite an outgoing person. I know all the stuff about it not being me, 'they're just not ready yet'. Truth is I'm not good with rejection and will walk if I get too much of it - so I do it differently. Each to his own I guess. Still, I wish I had the guts to do those 500, just to say 'I did it'! Will read that article!
Re: Cash up front ... or Royalties? - There are so many amazing stories here. Most my inventions were created on the job and are the property of my employer. Cash up front if you are out of options is what some people must do. These people may consider a 5 year contract. This would allow them to renegotiate another license when they are stronger financially. Truth is most people that are in financial trouble today are still in trouble 5 years later. Discipline and control of your own life is priceless. An example of cash up front versus royalties is "Star Wars" Harrison Ford (Hans Solo) took cash up front. He needed the money. Alec Ginness (Obiwankonbi) took royalties. I believe the force is still paying.


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