The opinionated and egotistical person is better than everyone else. His attitude “ no one can sell me, when I'm ready, I buy. He knows what he wants and needs and he knows what you are going to say and do even before you present it to him. He is superior in his judgment and opinions. He dislikes any advice or suggestions from you.
In his opinion he is better than you the salesperson. He speaks to salespeople in a condescending manner and gives you half his attention.
Here's How To Sell Him:
1-Flatter him, defer to him as if he really is as smart as he thinks he is. Play to his ego.
2-Try addressing him as Sir. Do it subtly. Be serious with him. Always look straight at him, eye to eye. This is important it shows him you take him serious but are not afraid of him. Although he is in command, he has found someone who appreciates him.
3-Get his opinions and outlook on things. Let him make suggestions like he is leading you.
4-Give him credit for his suggestions and let him sell himself.
5-Keep your suggestions in line with his and his preconceived ideas.
Let Him sell Him ----- Only thing is you get the money. He can have the credit.
(Fifth in a series of Selling by customer type)
Thank You
Joe D'Ambra
www.basicsofsales.com
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