I've seen a lot more "skeptical" and cynical custies lately. I found a great article with tips on how to see their behavior and reframe your pitch to get through their iron defenses. Check it out:
What is skepticism? Skepticism is the tendency of a person to look for faults in what you are presenting. Some may call it 'being annoying' but it does serve a very important function. It allows for a balanced point of view; and aims to stop you from being duped into buying something that won't serve you. Skeptics are technically known as Mismatchers. Mismatchers are easy to spot with a simple test. Place two coins in from of them and ask them to describe the relationship between them both. They will spot more differences than similarities. They tend to disagree with people just for the sake of disagreeing with them. As these people are unavoidable, it is critical to develop strategies for dealing with them. As sales professionals we are only as effective as the strategies we have in our possession.
First of all you must qualify, qualify, qualify!
Is this person willing to buy if you can give them what they want today? There is no point in answering their barrage of questions if they are not going to buy from you today (depending on your sales process and product). You see, they are used to people appeasing them and just going into a 'question answering mode'. It places them in control. However what they aren't used to is someone who is skeptical back to them; a sales person who is in fact qualifying them. A great question to ask is: If I can find you what you are looking for, what would stop you from buying it today?
Second - Strategise killer influence questions and phrases.
You might want to adopt the following frames into your questions:
o I'm not sure you will agree with this ... [Then mention something you want them to agree with] - You are mismatching them by assuming they will not agree with something. Being mismatchers they may want to disagree with you and will go where you wanted them to go.
o Only the sharpest [most intelligent/most prestigious/those with the highest standards] customers would notice something like that ... You are using social proof here to influence them. Mismatchers especially to be thought of as intelligent, observant and with high standards so you are giving them something to aspire to. You can also use this to draw them to something they usually wouldn't buy.
Third - You must find out their values.
Regardless of what you think, they are not just skeptical for the sake of it. There is something that they want and they just want to make sure that they're going to get it.
o What is important to you about your next purchase?
o What do you want this product to give you?
Good estimates here maybe - security, certainty, prestige. Anybody who asks a ton of questions; is likely to be quite risk averse and wants to ensure each detail is under their control. You can then sell the product based on what is important to them - Be prepared with examples.
There you have it, some basic strategies for selling to skeptics. Please remember this - every behaviour has a positive intent. Skepticism allows a person to clarify details, establish trust and ensure that they are getting exactly what they want. The strategies here will allow you to qualify them, build rapport and get them to take action.
That's the reason why they are standing in front of you in the first place.
If you'd like to read more go to Article Source: http://EzineArticles.com/2122873



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