Understand Your Buyer > 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…
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