Consultative Selling is nothing new, but it’s still a challenge when the person you’re selling to is a moron. I know that’s rough, but you have to admit there are times when the person you’re talking to is not the brightest bulb in the pack.
If you’re faced with this, do two things:
- Ask more questions, even if they have nothing to do with what you’re selling. Because you want to make sure your questions have a logical flow to allow the customer to stay focused, engage them by asking the questions that have nothing to do with what you’re selling early on in the conversation.
- Ditch the presentation and focus on your visuals / pictures to do the communicating. The worst thing you can do is try to accelerate the close or attempt to manipulate the customer. DON’T, under any circumstance, do either of them.
The great thing about dealing with people who are painfully slow to catch on is that once they buy from you, they will more than likely become customers for life and they won’t hesitate to recommend you to others.
