If your high energy prospect is people oriented you may think a new best friend just walked in. They chat, ask about your family, your life, your business, but not what they are looking for. Be friendly, but take charge of conversation. Turn questions to what they want, how you can help them, how they will use your products. Be assumptive with your close. Tell them about your return policy to give them a way out. (They won't take it but are reassured that it is there!)

Slow paced prospects challenge fast paced entrepreneurs. Slow down! Slow both your body and your words. Be prepared with details and specifications. Focus on product, not small talk. Don't take penetrating, demanding questions personally. They really do want to know subtleties and nuances. Don't let their silences unnerve you. It takes them time to think through buying decisions. They need to be thorough to be right.

By taking time to analyze just which customers and prospective clients give you trouble, which you find difficult, you will be prepared for them next time you want to sell to them. Preparation pays off. Think about who you have difficulty selling. Then spend some time developing a script to use with them. Practice words that start where they are, and lead them to a closed sale.

Then, when you recognize one of your difficult prospects, take a deep breath, reassure yourself you know what to do, and put into action your preparation and practice.

(c) 2004, Pat Wiklund. All rights in all media reserved.

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