One thing we can all agree upon in sales is that we meet all types of people, and that they will run the gamut of human emotions. Persons that are easy going, quiet, guarded, etcetera. To be able to sell someone you must first recognize the type of person you are talking to, and what their traits are. You must observe their words, actions and appearance.
One type of a person can appear to be nervous and high strung. This person never seems to be paying attention or being alert to what you are saying. He always seems to be frowning and appears easily annoyed. He never seems to give you any type of information and is constantly guarded.
To sell a person like this you must be extremely patient and tactful. Let him do most of the talking and above all remain calm in your manner and appearance. Let him know you are listening intently and always maintain eye contact. Use suggestions to influence him and never openly disagree with him. Try to become his partner so you both can find answers to his needs.
Soothing him is the key. Talk quietly and be deliberate. One partner to another. Never let him get the feeling that you are aggressive. Let him get the impression that he is in control and that the buying decision is his even though you lead him to it by doing your part extremely well.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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