This is a person who doesn't believe a thing that a salesperson says. Aside from the obvious he is also difficult because he doesn't say much or disclose much. It may not even be a salesperson thing. It may be a life thing. A combination of experiences and disappointments which has brought him to this state. Whatever the case, he is what he is and it's you who must handle these traits to be successful.
Strategy
Start off by getting him to agree on minor points. Anything from the weather to minor points about your product or service. We then move from minor points and expand the areas of agreement. This takes a bit more time. It must be done so as not to put him on the defensive. He must not be aware of what you are doing. If done correctly this is very hard to detect by the customer.
Definitely, do not exaggerate. Make your points more understated, believe it or not this will build his confidence in the interview. Understated points often give you more of a respectful aura from this individual.
Lastly overwhelm him with evidence, proof of satisfaction from users, people in industry that he is familiar with or if possible people he knows.
Most people who are skeptical have a right to be whether they are correct in that skepticism or not. It's their nature. What is important is that you recognize it and deal with it properly. Be patient, let him agree with you first on minor points. Don't exaggerate, and offer proof.
(Third in a series of selling strategies based on customer type)
Thank You
Joe D'Ambra
www.basicsofsales.com
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