Do you have any customers that you call on that won’t sit still ? Do they move around the room ? Around the jobsite ?
Do you sell them anything ? Probably not.
That’s their defense mechanism against buying from you.
What can you do about it ? You have two or three choices as I see it.
1) Use some kind of prop to make them be still. Make it necessary for them to sit at a table or desk. Use a visual aid of some kind and invite them to sit down and look at it.
If they won’t, don’t waste your time and talent on them, as they just don’t have enough respect or guts to tell you the truth about why they’re not buying from you.
2) Refuse to start your presentation until they agree to sit still long enough for you to finish. Tell them you’ll make another appointment if you have to, but that you’ll f=refuse to do a bad job of presenting, as the product deserves better and so do they.
3) Try and get them interested in your presentation by talking about them and how they’ll use this product or service to become famous, rich or retired.
Do not, under any circumstances, chase ‘em around and do a halfass job of presenting.
Go to their competitor and make ‘em sorry they wouldn’t listen to you.
Related Articles:
- Sales Call Etiquette Every day of the week I make sales calls. Every...
- Play Versus Work – Why You Need A Sales Contest Last post we talked about sales contests and we brought...
- Do Sales Contests Work? Every single day I get several emails concerning sales contests....
- Sales People Have To Be Enthusiastic As entry number two in the soon-to-be-officially-namedThe Simplenomics Guide to...
- 6 Reasons Sales Contests Rarely Work A while back I was able to get Steve Marx,...
Don't miss a thing! Subscribe to our RSS Feed or sign up for our e-mail updates (in the sidebar). To leave a comment, click on the post title, then scroll down to the bottom. Thanks!
