How To Sell (Or Not To Sell) To A Difficult Buyer

I have one of the toughest crowds to sell to!

At the decision making level, you have many who feel;

1) That sales training is a waste of time and money

2) That most sales trainers are displaced sales people. You know, the old, “Those who can, do; those who can’t, teach”

The people I sell to can be a tad skeptical, to say the least.

Here are a few things I do when it comes to selling to those who are skeptics.

1) I Make A Decision, Real Early, If This Is A Person, And A Company, Worth Pursuing! Sometimes our need to win overshadows the fact that some things are totally worth losing. Call me arrogant, but I see it this way;

Prospects judge us and it’s time that we judge back!

When you believe in your company, your product, the service you provide, and YOURSELF, it’s easy to do and if you do it the right way, it comes across as quiet confidence.

2) Understand That Questions Can Be The Answer. There are many sales reps who only have a surface understanding of the power of good questions. They think a good question gets them the info they need and meanwhile, good questions can;

Help you to REALLY understand why they feel the way they do.
Bring a painful user experience (or the experience in not using your type of solution) to the surface.
Lead them on a path to self discovery instead of you having to sell them. A cynic doesn’t want to be sold, they need to buy!
Demonstrate your expertise and create credibility that can instill confidence.
Keep you in control of the discussion and allow you to take the discussion to places that are the most productive.

3) Be Able To Answer This Question “Who says so besides you?” Here are a few forms of evidence that can address that question, head on . . .

Testimonials
Facts
Statistics
Case Studies

4) Sell Yourself! I advise all my coaching clients to include their bio in a pre-appointment package as well as in the proposal they submit. All the bells, whistles, features, and benefits mean nothing if they don’t see YOU as competent!

So there you have it, 4 things you can do, to have an easier time with a difficult buyer.

One more thing . . .

On Thursday, August 12th, we’re going to change the way you embrace your virtual meetings!

Specifically . . .

2 Ways To Dramatically Reduce No Shows and Reschedules
How To Put Forth Your Expertise Before, During, and After Your Meeting
The 4 Types Of Meeting Participants and How To Adapt Your Demo To IMPACT Them Individually
How To Establish A Collaborative and Open Exchange Within The First Few Minutes
2 Ways To Avoid “Death by PowerPoint”
How To Master The Art Of Intentional Language
5 Ways To Boost Engagement and Reduce Those Dreadful Crickets
How To Get Back On Point When Your Participants Go Off-Topic
10 Ways To Boost Your Credibility and Silence The Skeptics

When?

Thursday, August 12th, from 11:30 am to 12:45 pm EST.

How Much?

For the first 50 people to enroll it’s only $50, after that, $99.

Paul Castain's Blog