The timid prospect does not assert himself nor does he mix well with others. Strong personalities tend to upset him and make him feel self conscious. When dealing with salespeople he is even more aware of his own inadequacies and short comings and retreats further into his shell. He will rarely look you in the eye and will always find something trivial to do when you attempt to get his attention. There is no deliberate attempt to be demeaning or evasive towards salespeople, he is just socially awkward. When approached by salespeople his inferiority complex comes to the foreground and makes it all but impossible to gain his attention and sell him.
Strategy to sell the timid, self conscious prospect:
Encourage him, reassure him and don't be impatient or you will scare him. It is important to build up this individual's ego and self esteem. Speak slowly and at a moderate pitch. Explain things simply and ask for his opinion to make him feel comfortable and at ease. When you get the opportunity compliment him and turn the selling process into a conversation. The key here is to act relaxed and relax him. Be calm, act calm and be meticulous in your manner and speech.
Many times these individuals carry heavy responsibilities and the pressure they put themselves under in their daily lives overwhelms them. Don't be fooled by their outward appearance many people who posses these traits are heads of companies and top decision makers. Do not sell them short. A calm reassuring deliberate approach is the best way to work with the timid, non assertive, prospect who is socially awkward.
Thank You
Joe D'Ambra
www.basicsofsales.com
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