Last Updated on 17/12/2014
Sooner or later every salesperson comes across a buyer who believes in him or herself to such an extent that doors are shut even before the sales process begins. These prospects are potentially current or former Mr. or Ms. salespersons that either consciously wants to make life difficult for the salesperson or have a point to make regarding their own tough as nails trait. There are two ways to manage this difficult situation.
Firstly, be prepared to declare your intention to abandon the sales process. “Ms. prospect, I can see by your reaction that no matter what I say or show today, you are not interested. Given that, I believe it is a better use of both our times for me to leave.” It is a stronger version of Sandler’s ‘negative reverse’ (“I am not yet sure whether we have a solution for you). It is like verbal judo. Their grisly exterior and standoffish personality used to inform the prospect that they have gone too far with the closed-mindedness and you will not be a victim. Time to fold.
Naturally, this applies if you have exhausted your options. For instance, as a prerequisite, have you really listened to the customer? If not, read this: http://www.alighaemi.com/wp/?p=411. In all cases, control your emotions, save yourself the wrinkles and simultaneously de-escalate. As always, do not take it personally. It is not personal. Even if it is on the customer’s side, do not make it personal on your part.
Secondly, do strongly consider packing it up and leaving. After all, wouldn’t you rather speak to someone who wishes to give you a fair chance and consider your service?
