Don't read your prospect's mind

Here is an interesting observation:

Many times, prospects call me and ask me if my programs do X or Y (i.e., in the case of my Boxing Fitness site, do I provide Continuing Education Units? Or, is my Certification accepted in gyms in Great Britain). Usually the answer is “no,” so when I get these questions, I cringe. I fear I’m not going to get the sale.

But I just answer honestly, without trying to sell, and a funny thing happens:

Many people sign up any way!

The same thing happens when I sell larger projects. People ask tough questions about services I may not offer, or ask if I can reduce my price, and the correct answer is “no.” So I say, “Sorry, but no.” And people often buy any way.

So don’t assume that because someone is getting a negative answer that they won’t buy. Don’t assume that they need that feature. Just stand your ground and answer honestly. People respect that, and often still buy. Sometimes they just want to know.

There are other examples of reading the prospect’s mind that can get you into trouble. If you assume that a prospect wants a certain feature and build that into your proposal, you can lose the sale by adding something they don’t want. For instance, I recently got called in to do some organizational development work for a University. I wanted to try out a new cultural assessment tool, and thought the client would love it. But this tool made them very uncomfortable and I almost lost the sale — until I spoke with them openly about it, found out their concerns, and pulled it out of scope.

Don’t assume you know what your client wants or is thinking. Have open, honest conversations with them and stand on equal footing when you do. Your sales will go up because you’ll understand what they do and don’t want, and what their real concerns are.


Category: marketing Time: 2006-07-29 Views: 1

Related post

  • 5 Reasons Prospects Don't Like Your Website 2012-01-18

    You spend your waking hours preaching why businesses need great websites, so what does your website say about you? Here's five common reasons potential customers may be leaving your website without making an enquiry. Being buzzword heavy. I visited a

  • Your Prospects Aren't Looking for You - and What You Can Do about It 2011-04-24

    In my last article, I talked about the self-directed buyer. I described this type of person as someone who: Knows he has a particular need Can describe that need in terms of a solution Knows where to find someone who can solve it Is motivated to find

  • Users don't read (or even see) things. How can I deliver important clues? 2012-10-28

    I am building a website. Some pages contain instructions (a few simple sentences, nothing intimidating) and have fairly standard controls (drop-downs etc). There's not a lot on any one page. The presentation is about as uncluttered as I can make it,

  • Can free email provider's partners and affiliates read your emails? 2015-04-19

    I read that if you use free email, these entities have access to your very personal info!: "Your email provider company itself, like Google Their partners and affiliates Your ISP Various government agencies, from the NSA to the FBI They don't just st

  • Beyond Story-Telling and Selling: How to Land a Role in Your Prospect's Reality Show 2011-07-20

    I've been talking about using the power of stories to persuade and, in particular, to sell your services. But in my last article, I said that it takes more than just telling a few good stories, that you must become a character in the drama of your pr

  • Throw Your Prospect a Bone, Not the Entire Meal 2013-02-12

    Subject: Get More Sales Through Organic Website Promotion Dear Owner, I thought you might like to know some of the reasons why you are not getting more organic (FREE) search engine traffic for your website. Your website is not coming in top pages of

  • People don't read. Is dropdown/hover better for this design? 2016-07-15

    Our website has a home page that has a "about us" section. This section has around 20 staffs (client insist on having this) Can't find the best example, but this section would look something like this but with 20 more staffs. We have the image,

  • Why Ubuntu's Orca don't read Java Frames? 2010-07-05

    Why Ubuntu's Orca don't read Java Frames on my desktop application? Is it for everyone, or just for me? All other applications are normally read. --------------Solutions------------- For Orca to work with Java applications, you need to install the "J

  • Why you don't read lines with "for" in bash? 2011-12-01

    I've read that using "for" is not a good way to read lines in bash. Many people says this is clumsy and inefficient at best, and fails in many cases. I'd like to know what is the best way to read lines in bash. Thanks. For example: $ for i in $(

  • Is there a facebook app that does not read your location? 2012-12-15

    I've looked at a number of facebook apps, and it seems that they require permission to read my precise location. This includes Stream, Fast, Friendcaster, and the official facebook app. Can anyone recommend a Facebook app that does not require permis

  • Don't Forget Your Redirects! 2013-06-24

    I visited my online banking system today. This is what appeared: Not Found It was a plain-text message - not even HTML. I've been using the same URL for at least ten years so was slightly alarmed. Luckily, I have some understanding of this web malark

  • Does anything stop applications from reading your saved passwords and cookies from your browser's AppData folder? 2014-12-12

    Obviously the first answer is "a malicious application can do much worse than that." However, it seems like a really easy thing for an application to read your cookies, saved passwords, etc. from your browser settings that are saved in your brow

  • How do you reset your iCloud password if you don't know your password for iCloud 2014-12-14

    How do you reset your iCloud password if you don't know your password for iCloud --------------Solutions------------- Apple has this handy tool set up for exactly that purpose! Maybe you can reset your ID password using a recovery email or secret que

  • Submitting a podcast to Apple results in "Can't read your feed" 2016-02-16

    I have a podcast that works in iTunes, but when I submit it to the iTunes store via, I receive "Validation failed" together with "Can't read your feed". It works when I open it directly in iTunes, and it appea

  • The Secret to Underlined Links That Don't Sting Your Eyes? 2014-11-12

    This is the Hypertext Editing System (HES) created at Brown University by the 'father of the hyperlink' – Ted Nelson in 1969. The coolest thing about the system was the built-in lightpen, that allowed the operator to manually underline the text they

  • Marketing questions to ask your prospects 2005-10-03

    A recent blog post by a Sitepoint reader wondered what kinds of marketing questions web designers should ask prospects, in order to help them see you as a marketing solutions provider. Here are some suggestions: 1. What are your sales goals? 2. How d

  • How Do I Teach People Rules When They Don't Read? 2012-07-19

    I'm the product guy for a fantasy sports gaming website. We often find that we need to give people basic rules to get started playing the games, but people always skip reading and try to dive right in, and then get confused. We tried yellow alert box

  • How to slowly release a web application to more and more users so that too many concurrent users don't crash your site? 2013-11-02

    I have a web application that I expect to go viral pretty quickly. How can I control traffic to it so that it doesn't crash under too much load? This application doesn't require user login. It will be properly load tested, but I am not really sure wh

  • Can Wireless Sniffers capture and read your data with and without being connected to the WLAN? 2014-10-15

    Can some neighbor with his laptop capture the wireless traffic packets which I send and receive from my router, if he is not connected to my WLAN? Can someone connected to my WLAN and without access to the router capture the wireless traffic packets

iOS development

Android development

Python development

JAVA development

Development language

PHP development

Ruby development


Front-end development


development tools

Open Platform

Javascript development

.NET development

cloud computing


Copyright (C), All Rights Reserved.

processed in 1.827 (s). 13 q(s)