Why do buyers withhold certain information from sellers?

Because they want to remain in control.

Why?

Because they don't believe salespeople have their best interests at heart.

So how do salespeople overcome this barrier?

By building trust.

How?

- By asking intelligent, thoughtful questions and actually listening.

- By being genuinely empathetic.

- By demonstrating curiosity & interest by asking contextual questions in response.

- They are upfront and honest and manage their buyer's expectations.

- They speak plainly.

- They explore other options available to the buyer.

- They do so willingly.

This tells the buyer that the seller is not just on their own self-serving agenda but that they actually care.

Only once this dynamic has been established will your buyer drop their guard and relinquish control.

Why?

Because they now feel they're in safe hands.

And when it gets to that point they will treat you like a friend they can confide in.

Someone from whom they can seek counsel and good advice.

Someone they are happy to be led by.

Because they know it's in their best interests.

The whole foundation of this dynamic is built on:

- trust

- openness

- candidness

- honesty

- integrity