The doubter, the famous skeptic, who would not believe without direct, evidence.
As salespeople, we have all run into people like Thomas. As you try to discuss the merits of your product/service, they frown, they question, and they shake their heads. And yet, this is the value selling opportunity that you have counted on.
Here are some tips on how to persuade Thomas from a position of skepticism to belief.
- Appeal to Thomas’ ego. Almost everyone responds favorably to flattery. Tell your doubting customer that you appreciate the fact that, though they have many responsibilities, they agreed to meet with you today.
- Find someone Thomas trusts. Then either obtain a personal testimonial or include the trusted person in your presentation. It does not matter if this person is your colleague or from Thomas’ organization; if they are solidly on your side, your skeptic will listen to your sales pitch with a more open mind.
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