Lets face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we have because of conflicting personalities. This article will look at the four key types of people and how to improve your results with each.
Direct Donna. Donna is very direct in her approach. She tends to be forceful and always wants to dominate or control the sales call. Her behavior is aggressive, she points at you while she talks, interrupts your to challenge you, and she seldom cares about hearing the details of your new product or service. Instead, she demands that you cut to chase and tell me the bottom line. Donna is very results-focused and goal-oriented and hates wasting time.
To achieve the best sales results with this individual you need to be more direct and assertive. Tell her at the beginning of the sales call or meeting that you know how busy she is and how valuable her time is. Tell her that you will get right to the point and focus your conversation on the...
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