When you come in contact with a prospect that is deliberate,and methodical in everything he does, you can usually also count on his being logical. He prides himself in his ability to reason things out. He is at the same time confident and deliberate. He may appear to be plodding along but often times he is just being measured in both his words and actions. This individual wants to think everything out. He wants to try and figure all things connected with this purchase out for himself. Do not be fooled by his quiet manner and seemingly nonchalant exterior appearance. He is totally in control. He is neither an egotist, nor is he being secretive.
How Do We Go About Selling Him:
First we must adapt to his pace, and that means never rushing him. We must give him the impression that we are as deliberate as he is. People feel comfortable with people that they feel mirrors themselves. We must make sure that we are accurate in all our statements. A mistake even of the most minute sort will usually be uncovered by him and destroy any confidence that we built up in him. All our facts and reasoning must be explained in detail. He will make up his own mind in his own time in his own way. It is critical for us to understand this if we wish to sell this individual. This cannot be emphasized too strongly.
The salesperson who is patient, deliberate and who delivers facts that are on target is the salesperson who will sell “The deliberate, methodical prospect.”
Thank You
Joe D'Ambra
www.basicsofsales.com
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