June 3, 2011 by Ken Dooley
Posted in: closing, communication, In this week's e-newsletter - Sales & Marketing, Industry Spotlight - Sales & Marketing, Latest News & Views - Sales & Marketing, negotiating, Sales meeting ideas, training
Here are the six hardest people to deal with – along with the best ways to get a “Yes” from each:
Salespeople who run into a brick wall with some prospects could be dealing with skeptics. While salespeople are presenting info, these prospects may be dismissing as hype everything said about the products/services being offered.
Closing tip: Back up claims with hard statistics.
Some prospects will refuse to make a decision until they’ve shopped around.
Closing tip: Accommodate these prospects by giving them the space and info they need to compare your products against the competition.
3. Now-or-never prospects
They want your product or service in a hurry. Otherwise, they feel the deal isn’t worth it.
Closing tip: Make sure the product or service is accessible without having the person jump through hoops or wait forever.
4. Fence sitters
Prospects who aren’t quite sure what your product can do for them will usually be hesitant buyers.
Closing tip: Emphasize the problems your product can help solve, rather than its features.
5. Razzle-dazzle-me buyers
Some prospects need to be wooed with grand presentations.
Closing tip: Presentations need to be punchy and upbeat. If possible, bring in a few existing customers to sing your praises. Testimonials go a long way with these prospects.
6. Disappointed prospects
People who’ve had bad experiences with a comparable product may be tough to sell.
Closing tip: Show them that the problem they experienced in the past does not exist with your latest offering.
Would you add any other prospects or closing strategies to this list? Share your thoughts in the Reply box below.