BASICS OF SALES

A prospect that does not assert himself or mix well with others can be considered timid and at the very least shy. People with strong personalities tend to upset this type of individual and make him feel self conscious. When this person deals with salespeople he is even more aware of his own inadequacies and short comings and retreats further into a shell. The timid and shy individual 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.

The following strategy should help sell the timid, shy, and self conscious prospect::

Try to encourage him. Reassure him, and don't be impatient with him as this will tend to make him nervous and scare him. It is important to build up this individual's confidence and self esteem.

A- Speak slowly and at a moderate pitch.

B- Explain things simply and ask for his opinion to make him feel comfortable and at ease.

C- 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. Do not be fooled by their outward appearance because many of the 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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