The art of persuasion and selling.. extracted from Nido Qubein article.
1. The Baulkers. Indecisive people. Cant make up their mind. Takes lots of patience to deal with such people. Squeezed, you will be forced to ask "What would keep you from signing the agreement letter today?"
2. The Talkers. Control and pull them back by asking questions to which they can answer Yes or No.
3. The Clams. Keep the conversation with questions to make them talk. Ask for advice or for their opinions.
4. The Sceptics. With cynics, use lots of raw data. Show proof statements and documentation. Keep getting agreements as u go along.
5. The Sarcastic Souls. Sometimes they are hard to take, but keep yr cool. Find out what's behind those sarcasms. Just laugh them off..
6. The Egotists. Resist temptation to tell them off. Feed their egos by asking their opinions and giving them compliments. Win them over by giving in on all minor issues.
7. The Bullies. They get their way by acting tough. Be nice but stand firm your ground. Dont run. Dont fight. Just stand.
8. The Timid Ones. Take it nice. Dont rush them. Concentrate on building their confidence.
Final words: Clients always do things for their own reasons - not yours. U need to give your client a strong benefit for acting promptly. Dont simply give discounts to get yr client to sign on. On contrary, yr client may think otherwise regarding yr abilities to deliver.. So, be professional and focus on fulfilling yr client needs, yr client's key benefit for buying immediately.
Lastly, someone said "Show people what they want most, and they will move heaven and earth to get it."
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