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• "Steady Eddie." Soft-spoken, Eddie is a "nice" fellow who seems more focused on his team and coworkers than on his personal results. He is very quiet compared to some of your other prospects. Unfortunately, he is often reluctant to make a buying decision.
It is difficult for Eddie to make changes. He often contemplates how the decision will affect other people within the organization. You need to slow down the sales process, demonstrate how your solution will benefit the team and remove as much risk from the decision-making process as possible. Soften your voice and make sure your sales presentation flows in a logical manner. Use words like "fair," "logical" and "your team" in your presentation.
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