The Revenue Architect

The Revenue Architect

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The Revenue Architect
How to handle difficult buyers
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How to handle difficult buyers

Overcoming defensive and impatient prospects

Arnie Gullov-Singh's avatar
Arnie Gullov-Singh
Mar 04, 2022
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The Revenue Architect
The Revenue Architect
How to handle difficult buyers
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As salespeople we’ve all run into difficult buyers at some point. They tend to come in one of two types:

  • Defensive buyers — who are tight-lipped about providing information.

  • Impatient buyers — who just want to see the product or even just get pricing.

The keys to handling these two types are to understand the root cause of their behavior and have a set of techniques to help them open up.

Getting a defensive buyer to open up

The root cause of defensiveness is fear. Fear of saying something that the salesperson will use against them, fear of disclosing information, fear of making a mistake. Buyers usually get defensive when they don’t understand the buying process or if they’ve had a prior bad experience with a salesperson, leading them to think all salespeople are sharks.

Some proven techniques to overcome this:

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