The skeptical person is who does not believe a thing that any salesperson says or anyone else for that matter. Aside from the obvious he is also difficult because he does not say much or disclose much. It may not even be a salesperson thing. It may be a life thing. A combination of experiences and disappointments which has brought him to this state. Whatever the case, he is what he is and it is you who must handle these traits to be successful and sell him.
Strategy
Start off by getting him to agree on minor points. Anything from the weather to minor points about your product or service. Then move from those minor points and expand the areas of agreement. This takes a bit more time. It must be done so as not to put him on the defensive. He must not be aware of what you are doing. If you do this correctly it is very hard to detect.
Definitely, do not exaggerate. Make your points more understated, believe it or not this will build his confidence in the interview. Understated points often give you more of a respectful aura from this individual.
Lastly overwhelm him with evidence, proof of satisfaction from users, people in industry that he is familiar with, or if possible people he knows.
Most people who are skeptical have a right to be whether they are correct in that skepticism or not. It is their nature. What is important is that you recognize it and deal with it properly. Be patient, let him agree with you first on minor points. Don't exaggerate, and offer proof.
Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips
Please click The Free Preview @ www.basicsofsales.com and see how the purchase of My DVD can teach you how to sell all types of prospects and increase your sales exponentially.
.
XML Feeds
Recent comments