It takes talent to sell someone and years of training and practice. Selling “the silent, secretive, closed individual” is really a challenge. It is challenging because he or she gives you nothing to begin with or to start with. They both say little and always seem to be preoccupied. Find a need? How? They won't tell you. They won't talk.
The strategy with this type of individual possessing these traits is to be more personable than usual. Show how the product or service will appeal to his pride, convenience, ambition, satisfaction.
Make him the center of attention. If you state a position he doesn't agree with his natural self defense will challenge you on it. Now at least you have a reaction to build on and start with.
If he agrees with your proposition his ego will have taken hold and he will warm up enough to respond.
If you can't get results one way then you must try other avenues or alternatives as there are many types of prospects possessing various traits there are also many different approaches to the sale.
In this case selling “ the silent, secretive, closed individual is best done by flattering them, appealing to their pride, ambition, and convenience. This is the way to go.
Thank You
Joe D'Ambra
www.basicsofsales.com
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