Zig offers about an opinion that categorizes the types of prospects he’s facing. He’s got:
Gary Gullible
Sidney Skeptical
Hostile Helen
Indecisive Ivan
Betty Bargain Hunter
Oliver obnoxious
Heloise Hurry-up
Nora know-it-all
Jolly Jimmy
Bobby Big Shot
Impulsive Irene
Agreeable Al
Zig says there are a lot more but he explains how to handle each one of them.
In the other thread, I mentioned asking a lot of questions in the initial interview. My goal is to figure out which one of the profiles fits and then…hopefully…I’ll be better prepared to deal with them properly when I get back there with my presentation and proposal.
Replies
i'm married to hostile helen.... ( just track mud in sometimes )
where's "mean mike " ?
"where's "mean mike " ?"
he's in the Tavern defending Obama!
com'mon ... that was funny.
Jeff Buck Construction
Artistry In Carpentry
Pittsburgh Pa
ackshally... i'm trying to figure out if gene has a plan for afghanistan.... or if he's just pizzin into the windMike Hussein Smith Rhode Island : Design / Build / Repair / Restore
no yer not ... yer just looking to fight wit someone.
Gene having a plan won't help much ... no one voted for him!
lunch on Sat ... me and Big DanT talked about you.
it was mostly nice.
gotta say though ... Helen got a better review.
Jeff Buck Construction
Artistry In Carpentry
Pittsburgh Pa
i ain't so dumb..... that's y i always drag her alongMike Hussein Smith Rhode Island : Design / Build / Repair / Restore
Whats the title of this book? I'd like give it a read.
Family.....They're always there when they need you.
Secrets of Closing the Sale
It's 421 pages and you can open the book anywere and just start reading and it will be worthwhile and entertaining.
When I was reading about the types of prospects and his solution to them, it occurred to me that I'm far from experienced enough to effectively handle each type. I can recognize each type, based on his explanations, after I leave the meeting but when I'm there, I'm too green. I'm sure someone like Frenchy would be able to digest the information in the meeting and know how to handle each type but I haven't spent that much time in front of prospects over the years.
So, I've decided that I'm going to make it my goal in the first two meetings to figure out which type I'm dealing with, then maybe I'll be prepared when I make the proposal.
Don't forget to read their body language..
That will often clue you better than what they say..
Example; If they say I want a cheap price with their arms crossed in front of them you have a real closed minded skeptic.
If they say it with their hands in their pockets you have a shy person who needs reassurance and a degree of hand holding.. and if they say it with their hands comfortably down at their sides they are open to proposals but that you need to explain things to them in a way they feel comfortable with..
Watch those body language signs, they change as what you say is accepted or rejected by them. Read their eyes as well.. watch for the deadly glaze.. note where they are looking.. eye contact is good but shyness prevents many from doing that. However if they are looking at your chest or in your vicinity you still have them..
Be aware of gender differances as well.. never look at a womens chest (no matter how well endowed they are <grin>) but women look at men differently then men do . There is an element of coyness to women that men don't have and what might be seen as inattention could simply be a matter of gender differance..