Why Prospects Lie (Without Realising It)
Yes — prospects lie.
Not maliciously.
Not necessarily intentionally.
They lie because they’re human.
And because they don’t yet trust you with the truth.
They give you the diluted version, the logical version, the professional version.
Not because they’re trying to deceive you —
These little deceptions aren’t malicious — they’re defence mechanisms.
Prospects Don’t Want to Look Foolish
People hate looking:
uninformed
unprepared
uncertain
inexperienced
So they hide it.
They tell you things are “fine.”
They pretend they’ve got everything under control.
They downplay the urgency.
But the truth — the real truth — is always emotional.
And trust is what allows you to reach it.
Your Advantage as the Trusted Advisor
When trust is strong:
prospects reveal more
conversations go deeper
objections surface early
truth rises naturally
decisions happen faster
When trust is weak?
They protect themselves.
And protected prospects never buy.
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