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Tough Prospect? Try This Irresistible Technique to Soften Him/Her Up!Article Date: May 29, 2006
Here is a great way to break through to a "tough guy" prospect. Ask him/her for advice! Here's how: "Mr.
Prospect, may I ask you for some advice? I am trying hard to
position this product/service in a way that will appeal to senior
clients like you. You are an expert, how would you approach this
if you were me?" Now, close your mouth and get ready to take notes. Why? Because in our culture, people love to give advice. Especially command-and-control tough guys who like to feel big by bossing everybody around. Don't be surprised if, when you are finished, the prospect puts his arm around your shoulder as he walks you out. And don't break the aura by asking for an order, yet. Just thank him profusely... the payoff will come later! |
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