We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets in
way of our selling effectively and their buying wisely.It is easy to blame other person. They're difficult ones. But, truth is, if you find someone difficult, for sure they will find you just as difficult. And, if you're difficult they won't want to work with you. They'll take their business elsewhere.
It's just human nature to dig in our heals when we're irritated. We want them to change. We want them to be like folks we find easy to deal with. And they feel same way. They dig in their heals too. They want us to change. Then when we don't change they leave. They won't buy, even if we have perfect solution to their needs.
Selling to difficult people works best when we step back and let them set stage for our sales call. Follow their pace. Give them information in way they best understand Speak to their needs. When we start where they are it is more likely we will lead them to sale.
Sally told her prospects so much, so fast, everyone was overwhelmed. She was stuck on fast forward. She truly believed faster sales presentation, more sales a day she could make. Yet when she finally slowed down, she made fewer presentations but many more sales.
Sally's mistake was meeting her own comfort and needs, not her customers' comfort and wants. If she had focused on her customers' comfort and wants, she would more easily close sale.
The easiest customers to be with are people like us. Selling to someone not like us is harder. We have to choose how to approach them.
Most fast paced, high energy sales people prefer fast paced prospects. If this prospect is task oriented, they quickly cut to bottom line. No small talk here. Give facts first and fast. You have what they want, they buy. You don't have it, they leave, often with a disparaging remark as door closes behind them.
