Education
In this episode, I am going to talk about how to deal with a know-it-all prospect, how to defuse them or exit them out of the funnel, and how to gain their confidence in you. Everybody has that one person who knows more than you do even when they're coming to you to buy a product or service.And I want to talk to you about how I handled that, because I didn't do really well and I don't know if it's about my personality or just who I am in sales as a closer, but I encountered this dilemma early on in my sales business, I saw this from some of the freshmen, and I still see this in sales people today or I wouldn't even be bringing this topic up.This is one of the things I train on and we teach a lot of, and I think it's because it literally offends your personality type. Like, if you are the type of person who doesn't like to be told what to do or how to do it, which is probably most of us, having a know-it-all tell you how to run your business or how you should coach them.It’s as if maybe they know more about what you're selling than you are or they think that they do. That can obviously offend you as a salesperson if you let it, if you don't understand exactly what's going on. I’m going to give you useful insights distilled from over 20 years of experience in sales, so stay tuned.Key Takeaways:In the early days of selling, I baited some people into stupid arguments (2:27)You're not in competition with your client (7:29)It’s like we're putting them on the edge for them to “earn” the right to buy (8:48)Use their pride to get them out of their own way to buy from you (9:31)Add some commitment to them living up to what they're portraying to be (10:39)Help them exit into the sale, or help them get out of the sales process (11:51)----Additional Resources:The Legendary Closers Facebook GroupUnlock the Secrets to Closing Your Prospects----You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.If you haven’t already, please rate and review the podcast on Apple Podcasts!