Practical Sales Training™ > How People Work > Fake Hope Diversion
What is it?
When your buyer declines to buy from you but suggests they may have someone else who would be interested, it can often be a diversion to soften the blow of rejection and allow the person to exit the conversation.
Why does it work?
It works because as humans (as Brits in particular) we are polite and don’t like to offend. By giving you some fake hope, we think we are being encouraging and polite – but sadly we are creating more problems for the longer term when the “person you know who wants to buy” turns out not to exist.
How can you use it?
This is something to be aware of. Sometimes there IS a person they know who will buy, but just be wary of getting too excited too soon…
Hypothetical Example:
A web design consultant pitches their services to a small business owner. The buyer, not wanting to say “no,” replies with:
“This isn’t the right time for us, but I know someone who might be interested – I’ll pass your details along.”
The consultant leaves the meeting feeling hopeful, expecting a new lead to come through. Weeks pass, but no introduction ever happens because the buyer never had anyone specific in mind—they were just trying to soften the rejection.
To avoid this trap, the consultant now responds with something like:
“That’s great, I really appreciate it. Who should I reach out to, and would you be happy to make an introduction?”
This approach quickly reveals whether the referral is real or simply a polite exit line.
See also
