Practical Sales Training™ > How People Work > Fake Hope Diversion
Fake Hope Diversion
Nobody enjoys saying no to your face. So sometimes they say something softer instead.
A buyer turns you down. But instead of a flat no, they offer you a maybe. A friend, a colleague, someone who might be interested.
What Is It
Fake hope diversion happens when a buyer declines but hints at a future referral. So they soften the rejection with a vague promise instead of a clear no.
Often that person doesn’t exist. It’s more a kindness than a lie. It just lets everyone leave the room feeling okay.
Why Does It Work
It works because we hate feeling rude. So we soften bad news with something that sounds encouraging.
Since British culture in particular values politeness, this diversion feels like kindness rather than deception. The buyer isn’t trying to mislead you.
But the effect is the same either way. You leave hopeful. Weeks later, nothing arrives.
How Can You Use It
Don’t Bank On It Yet
This is something to notice, not something to chase. Sometimes there really is a person they know who will buy.
So don’t dismiss it outright. Just don’t build your pipeline around a promise you haven’t tested yet.
Ask For Specifics On The Spot
Test the referral fast by asking for a name there and then. So request a specific person, not a vague someone.
If they hesitate or go quiet, that tells you something too. A real referral usually comes with a name attached.
When It Works Best
This shows up most in short meetings where buyers want a fast exit. So they reach for something that ends things gently.
It also appears when you’ve pushed a little too hard. Since the buyer wants to defuse tension, a vague maybe does the job.
When It Becomes Dangerous
It becomes dangerous the moment you treat it as a real lead. So if you forecast revenue around a referral that never gets confirmed, your numbers suffer.
It also costs you follow up time. Since you’re waiting on someone else’s promise instead of chasing your own next step.
And it can quietly kill your confidence. Because a string of fake hopes feels like rejection in disguise.
Common Mistakes
Treating It As A Real Lead
Some sellers write the referral straight into their pipeline. So they count a maybe as a yes before it’s earned that place.
Never Testing Whether It’s Real
Some never test whether the lead is real. So weeks pass with no follow up question asked.
Reacting Badly When It Falls Through
Some get visibly annoyed when the referral turns out to be nothing. Since that reaction just makes the next conversation harder too.
Fake Hope Diversion – An Example
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 happens. 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.
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