Why Customers Lie (A Tough Lesson to Learn)

Whether inadvertently or on purpose, the customer will always lie and this can be a tough lesson to learn. For a moment, let’s put ourselves in the position of the customer. As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Each vendor, most likely, has equally talented, friendly, and professional salespeople who come to your office. However, you will select only one product. Given that, how will you behave with each vendor? Will you tell each one the truth? Probably not.

         

It is basic human nature to want to avoid confrontation. This is particularly true when you are meeting in person, face-to-face. In addition, our society has implicit guidelines of behavior. We are taught at an early age that if we have nothing nice to say, then we shouldn’t say anything at all. Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.