There are things in life that make all of us grouchy or complainers. Ever wonder how a single person can also add pessimism along with all of the above? Some of the reasons why a person possesses all of these traits may be due to the fact that they are worriers. They worry about things in general. 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 become problematic and worries. When you encounter a person like this and you have to sell them, their problems become your problems.
It's a tall order but they can be dealt with and they must be sold.
The strategy to use with this type of 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 Chronic Complainer:
A- Be a good listener
B- Be Patient
C- Tactfully ask questions about their problems and worries.
D-Let them know you understand the reason why they are upset.
E- Show them consideration.
F- 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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