We’ve all been there… you’re meeting with that analytical customer that doesn’t care about building rapport, or getting to know you or your company. The more you talk, the more annoyed they get. All they want is the data sheet, the price, and for you to stop your pitch. They don’t need a sales person telling them anything – they already know it all, you dummy.
Believe it or not, this is a huge opportunity for you… huge. How can you differentiate yourself with a customer that loves everyone? That’s pretty hard to do. However, when you run across an analytical customer, there is a very good chance that they don’t like any other sales people. All you’ve got to do is get them to not hate you, and you’ll have an edge. If you follow today’s idea, you’ll be able to get them to lower their guards and begin to listen to you.
Idea for this Tuesday: When you start a sales call with an analytical customer, let them know the time that your meeting is scheduled to end, and commit to be done five minutes early.
When you start a sales call with one of these personalities types, all they’re thinking is about is how long you’re going to speak and how far you’ll go over the allotted time. Try this:
“I know we have a hard stop at 10:30. I promise to be wrapped up by 10:25.”
Watch their demeanor relax. Watch them lower their guard. Now you’re talking their language – you’re cutting to the meat of the sales call and will respect their time. If you feel really confident, set the alarm on your phone for 10:25!
If there are multiple people in the meeting and some are socializers, that’s ok. You won’t upset a social customer with this technique, but you will bother an analyzer with your unending banter.
Try it, and let me know how it goes.
