Things in life can make a person grouchy; which in turn can cause them to complain and consequently turn them into pessimists. Ever wonder how a single person can possess all those traits? Perhaps it is because they have worries and sometimes they bring those worries on themselves. They worry about their business, home life, the political party in office. Sometimes about things over which they have no control. You name it, it irks them and makes them grouchy and complainers. Consequently they have problems and worries. When you have to sell them, their problems become your problems.
It's a tall order but there is a way to deal with a prospect who posses these traits.
The strategy to employ with this prospect is patience. Listen to them and let them vent. Try to ask questions to find out what is bothering them. Show them you understand their problems and you are considerate of their plight and feelings.
You should counteract their feelings of pessimism with an optimistic approach and offer constructive ideas. If they are still perplexed and you think they are a solid prospect then leave politely and make an appointment to come back at another time. Hopefully they will have a better outlook on life when next you meet.
Handling a Grouch:
1- Be patient
2- Listen
3- Tactfully question them about their problems or worries.
4-Let them know you understand the reason why they are upset.
5- Show them consideration.
6- If the prospect is too perplexed and you feel you are not getting anywhere then leave as politely as possible and return at another time if you feel the prospect is worth the time and effort.
(Refer to my blog on June 22nd “Customer Moods”)
Thank You
Joe D'Ambra
www.basicsofsales.com
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