Most normal people don’t go to work wanting a confrontation with a pushy salesperson. Who would? They actually don’t go to work looking for a confrontation with anyone; which should give you a little insight into your prospect’s psyche.
You need to be continuously working on your rapport-building skills. If you haven’t already, please go through the lesson, Day 4 – Building rapport, now and come back to this lesson. By establishing rapport with your prospect, they learn to like you, which is essential. With rapport, you have a much better chance of success than with confrontation.
This is also true the farther along you are in your customer’s buying cycle. Let’s say you’ve been working on a sale for a long time (whatever that is for your business). Now, there’s a problem on their end. Your prospect knows he’s taken up a significant amount of your time and is hesitant to tell you whatever the problem is. Maybe they yanked his budget. Maybe he overstated his importance. Whatever the issue is, your prospect is being non-committal. And he doesn’t want to tell you because he does not like confrontation. That is his personality.
This is why you must ask pertinent and prepared questions from the start of the customer’s buying cycle. You don’t want to get to a place in the sale where you are heavily invested, and get blind sighted. This is also why rapport building is so important. Part of rapport building is learning about your prospect as a person. You need to know their personality so that you can ask the right questions and then study their responses.