him involved. Stop and ask questions such as, "Now, dont you agree that this product can help you or would be of benefit to you?" After youve asked a question such as this, stop talking and wait for the prospect to answer. Its a proven fact that following such a question, the one who talks first will lose, so dont say anything until after the prospect has given you some kind of answer. Wait him out!4. Prospects who are themselves sales people, and prospects who imagine they know a lot about selling sometimes present difficult selling obstacles, especially for the novice. But believe me, these prospects can be the easiest of all to sell. Simply give your sales presentation, and instead of trying for a close, toss out a challenge such as, "I dont know, Mr. Prospect - after watching your reactions to what Ive been showing and telling you about my product, Im very doubtful as to how this product can truthfully be of benefit to you".Then wait a few seconds, just looking at him and waiting for him to say something. Then, start packing up your sales materials as if you are about to leave. In almost every instance, your "tough nut" will quickly ask you, Why? These people are generally so filled with their own importance, that they just have to prove you wrong. When they start on this tangent, they will sell themselves. The more skeptical you are relative to their ability to make your product work to their benefit, the more theyll demand that you sell it to them.If you find that this prospect will not rise to your challenge, then go ahead with the packing of your sales materials and leave quickly. Some people are so convinced of their own importance that it is a poor use of your valuable time to attempt to convince them.5. Remember that in selling, time is money! Therefore, you must allocate only so much time to each prospect. The prospect who asks you to call back next week, or wants to ramble on about similar products, prices or previous exper...
