Beware of weasel words

Weasel words are the downfall of many sales pursuits. Prospects tend to use vague, non-specific, positive sounding words to keep you excited and interested in giving them what they need. What they need is to pick your brain and get more information or to keep you in the game because they need three bidders to run a competition. Many times they do this when they really have no intention of buying from you. Maybe they don’t have the money or they favor the competition. Or on less jaded view, maybe they don’t want to hurt your feelings or they want to let you down easy or they think it is somehow helpful to you to keep you in the game with hope when there really is none. In either case, you need to identify these words and ask questions to determine if they are really positive or just leading you on.