157: How You're Being Robbed By Your Prospects

<p><strong>HIGHLIGHTS</strong></p><ul><li>Customers manipulate sellers all the time </li><li>4 steps in the buyer's process </li><li>Step 1: Ask for a price</li><li>Step 2: Get free consulting</li><li>Nobody wants to wrestle with salespeople </li><li>Step 3: Say nice things and get rid of you</li><li>It's not a buying signal if it's not in the form of a check</li><li>Step 4: Leave you in voicemail</li><li>Sellers and buyers should have the fair amount of control </li></ul><p><strong>QUOTES</strong></p><p><strong>Walker</strong>: "The only effing buyer signal that you should ever pay attention to, the only thing that is a buying signal is when somebody gives you a check or a credit card. Otherwise, there's no such thing as a buying signal."</p><p><strong>Walker</strong>: "If you follow the prospect system, you will not be in control. Your buyer will have all the control. Why should your buyer have all the control? When I teach people that yous hould ahve the same amount of control as your buyer does. You should have the same, 50-50 control. Because if you have that, then your job is to disqualify the prospect, to work to figure out why this might not be the right fit."</p><p><strong>Walker</strong>: "We need to have a system that countermands the buyer's system. You know the buyer's system works because you've done it to other people. You know you have." </p><p>Where to find <strong>Walker</strong>:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walkermckay">Twitter</a></li><li><a href="https://www.instagram.com/nobssalesschool/">Instagram</a></li><li><a href="http://www.7salesmistakes.com/">Free training course</a></li><li><a href="https://www.walkermckay.com/">www.walkermckay.com</a></li></ul>