punishedlad

Business Development Team Lead

How to sell to the socially incompetent?

As sales people, we're kind of self-selected as those who can talk to strangers pretty effortlessly. As long as the person you're talking to is also somewhat capable at least...

In my adventures this week, I dropped in on a prospect who was apparently very caught off guard by my presence. It was one of the most painful and cringe interactions I've had in the past year.

I know the problem wasn't me. I'm having these sorts of interactions at least ten times a week and am good at my job.

How do you navigate a dead end conversation with a person who has no idea how to be sold to/has no idea how to talk to people in general? What if this person is the exact profile of your ideal prospect?

🔎 Prospecting

👑 Sales Strategy

🙅‍♀️ Objections

22 comments

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Kosta_Konfucius

Politicker

Sales Rep

What led to you dropping in? Where they a cold contact, inbound, or current client?

If they are actually qualified, maybe send them a schedule of a typical buying process and get their feedback. Try not to be push them.

But I am not sure, its not like I have won an enterprise deal with someone like this

punishedlad

Tycoon

Business Development Team Lead

Dropping in is like the main component of my job function. I always send an email the week before I'm in a new area letting them know that I'll be around and asking if there's a preferred day or time. (Very rare that I get a response, so I'll usually just show up)
They are definitely qualified. He's the webmaster for the prospect account, and websites are a major piece of our solution.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Just going from the title to answer initially. POP UP BOOKS!

Maybe just don't think about that prospect too much. Dropping in might not be the way to go with them and just follow up with an email and get a better understanding of their process as well.

punishedlad

Tycoon

Business Development Team Lead

LMAO
You're right, and I might try penetrating this account from a different angle. I always follow up, so there's no question about that.
I just couldn't believe that the guy responded with an "O...K....." when I handed him motha fuggin COOKIES. Take the gift, pal.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Next time, give him an 8ball.. whatever. Might speed up his response.... lmao

Sunbunny31

Politicker

Sr Sales Executive 🐰

Sounds like poor dude isn't used to people being nice to him, and is very suspicious of your motives. :)
Now follow up in his preferred medium, which is almost assuredly online, so he can avoid awkward conversations IRL.

Fenderbaum

Politicker

Retired Choirboy🪕

Sometimes you gotta just play it by ear and hope for the best. Make a note of it, mental or physical for future interactions. You never know, he just might be incredibly socially awkward or maybe he was two seconds away from entering the restroom to explode.

punishedlad

Tycoon

Business Development Team Lead

I'm thinking it was the former, and hoping for his sake that it was not the latter hahaha

TennisandSales

Politicker

Head Of Sales

was this in person and you like stoped by their office randomly?

So open ended questions are your only option really.

Sometimes it helps to ask 2 close ended questions in a row, then an open ended question next.

This give the person 2 chances to just be short, and then open up a bit if they want.

i would try to do this 2x and then end it haah

punishedlad

Tycoon

Business Development Team Lead

Yep, in person stop by. And yes, kind of random but I did send him an email letting him know I was planning on doing so because I was "visiting clients in his area" (which was true).
Shortness was all I was getting from him, no matter what I asked.

sketchysales

Politicker

Sales Manager

Tone back your own approach in terms of maybe less bouncy and loud (if you are), make yourself more socially incompetent in the way you can be more relatable.

GDO

Politicker

BDM

I don't mind the socially akward. I just try to be very straight and short. asses if there is a deal on the table communicate how you create ROI and let them do their thing.

Gasty

Notable Contributor

War Room Community Manager

stupid question: do they talk any differently over email?

punishedlad

Tycoon

Business Development Team Lead

I unfortunately can't answer this because they did not reply to my initial email letting them know I was planning on stopping by while visiting nearby clients.

punishedlad

Tycoon

Business Development Team Lead

I will let you know if they reply to my follow up!

Gasty

Notable Contributor

War Room Community Manager

Awesome! I'll tell you why I ask. People (more often than not) respond over email in a way very similar to how they talk on the phone or in person.
Getting any kind of response over email can prove/disprove your hypothesis is what I'm thinking.

punishedlad

Tycoon

Business Development Team Lead

I've seen it go both ways. I've had super short/blunt responses from guys I've shot the shit with for up to an hour during in person visits, and vice versa! I'm suspecting that if I get a response from this guy, it will likely be very similar to how he carries himself in person.
Will report back.

Justatitle

Big Shot

Account Executive

have dungeons and dragons in your briefcase ready to go

Sunbunny31

Politicker

Sr Sales Executive 🐰

Definitely have something geeky on your person. Like a Rebellion sticker.

GonzoDaGoat

Good Citizen

Leasing Specialist

you gotta be a savage w it mate. relate to them , if they a little nerdy bring up your nerdiest trait about you, if they just dont know how to talk cut all the BS chitter chatter and get to the point

Maximas

Tycoon

Senior Sales Executive

Oh man, the call apparently wasn't as good as expected for you at all, it happens anyways:), as you confirmed you never question your skills!
To me I would consider selling to those kinda deals as a very long journey and divide my efforts towards them into very small pieces.
So the first call for introducing my product, allow him to interrupt , ask all of the questions he has in his mind.
The second call will be about what did he think about what we have discussed at the first call, in case he still has any questions pending in his mind that deserves an answer and even to provide if needed a video for the product, how to use it and for what it's mostly used for, and finally allow him if it's an option to check the reviews about your product your company is selling.
Last call Ask him if he's interested to try it and assure him that you will follow up if anything he may still need as a part of an after sale activity!
And always remember to remain calm as you're already aware of his condition, that's why you decided to bet for the deal at the first place.
If you feel that you may not handle it and it will give you a very hard time that wouldn't worth your time and effort do not go for it right from the start!
And finally don't forget to tell us how the conversation with the guy went, did you arrange a call back or it's gone already:)

UserNotFound

Politicker

Account Executive

To get an uncomfortable prospect comfortable, I enjoy leading the conversation until we find something they get excited to talk about- and I START with things from the personal realm. Take cues from their office decor, the weather, honestly whatever. In a town you’re not from I like to ask for restaurant recs- say you’re going to get lunch after this and want to try something good. Help them lower their guard and feel comfortable. Then I’ll do a “Ohmygosh sorry, I’m here to talk business! Didn’t mean to waste time, I was just so into the conversation! Okay so - [whatever business convo]”

A few minutes of building rapport goes MILES with socially awkward people. Then, I allllways always always send an email later that day or the next starting with whatever our rapport conversation was then moving to action items (by the way I never leave a meeting without an action item- even if it’s just sending them the name of a TV show I ‘couldn’t remember’ that we talked about)

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punishedlad

How to sell to the socially incompetent?

22 comments

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