Dealing with buyers can sometimes feel like trying to crack a code. There can be a big difference between what they say and what they mean. And if you don’t get what they really mean, you could end up wasting a lot of time. 

Here are 10 of the most common phrases you’ll hear in sales, and what buyers really mean:

“We’ll have to see if we can secure budget for this.”

What it really means: There’s no budget for this.

“Let’s coordinate the next call via email.”

What it really means: This is the last call we’ll ever have.

“I’ll just need to run this up the flagpole.”

What it really means: This ain’t happening.

“It’s not a no forever, just for now.”

What it really means: It’s a no forever.

“Can you send the materials over via email?”

What it really means: It’s easier to ghost you via email.

“We’d love to keep the dialog open.” 

What it really means: Please don’t reach out for six months.

“It didn’t get approved by the exec team.” 

What it really means: I didn’t bring this up with my manager.

“This looks like a cool solution.”

What it really means: I have no idea how this will help our business.

“My boss wanted me to reach out.”

What it really means: I don’t want to be on this call.

“We’ve got a bit of an implementation backlog.”

What it really means: Can we push this out 8 months?

Read Between the Lines

The best sellers recognize the difference between what their prospects are saying and what they’re really saying. And when you know how to read between the lines, you can tweak your approach, ask the right questions, and close more deals. 

Pro tip: open communication and setting expectations (early and often) are the keys to not running into any surprises later in your sales cycle. Ask the hard questions, and get to “no” sooner rather than later.

BONUS FOR JOB HUNTING!

“This position was filled but we thought you were a great candidate.” 

What it really means: You were never in the running.

Sometimes recruiters and hiring managers can also say one thing and mean another. Don’t get discouraged. There’s a great sales org out there for you.