What it usually means
The buyer has had pushy experiences and is protecting their time. Honesty and a light touch disarm it.
The approach
Agree with them, be transparent about what you want, and give them control of the conversation.
What to say
1Honestly, I understand. Here's my promise: I'll ask a few questions, and if it isn't a fit, I'll tell you and we'll end the call early. Fair?
2What would make this conversation useful for you, even if you never buy anything?
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Getting defensive about sales as a job
- Acting like a pushy salesperson to prove their point