This document discusses different types of prospects and how to handle their objections effectively. It identifies various prospect types including the antagonistic, skeptical, gullible, egotistical, know-it-all, procrastinator, conservative penny-pincher, and others. For each type, it provides guidance on how to understand their perspective and address their specific concerns to improve the chances of a sale. The document emphasizes treating all customers with respect and focusing on understanding their needs to provide the best possible solution.

1. EBook by SQuare Consulting and Management Services

3. 

We have all faced different types of prospects
in the due course of our work and the only
thing we are definitely not comfortable with
is letting any particular type of prospect
getting lost due to our inability to handle
them well.
This publication / presentation tries to sort
the different types of prospects broadly and
determine the solutions to their effective
management.

4. 
Answer in Advance

Sell What the Product Does - Not the Product

Cost is NEVER the determining Factor

Objections are Consistent - Objectors are not.

5. Always Remember the Math's Approach to
SELLING!!!

ADD : BENEFITS (Quality; What the product or service
does..)

SUBTRACT : Prospect CONCERNS and DOUBTS

MULTIPLY : PLEASURE of BUYING

DIVIDE : COST, over period of time

6. 
There are as many different kind of objections as there are
kinds of prospects, so there are many approaches and
variations in the way you handle each one of them.

It is very necessary to Identify the Type of prospect so that
there can be a basic guideline as to how to handle them.

7. The Antagonistic Prospect
The Skeptical
 The Gullible
 The Egotistical
 The Know-it-all
 The Procrastinator
 The Conservative penny-pincher
 The Critical Prospect
 The Bargain Hunter
 The Good-time Charlie
 The Stone-face



8. the animal prospect who is going
to “bear” it in mind…
 the insomniac prospect who is
going to “sleep on it”….
 the musical prospect who will
make a “note” of it…
 the playful prospect who is just
“feeling out the market”...


9. 
He is the easy prospect, bless his heart, he
believes what we say..

You deal with him in an open & straightforward
manner

Tell him lots of human interest stories

He is more likely to buy because he likes and
trusts you than for any other reason

Deal with him gently but confidently..

He responds to persuasion but is offended with
speed and pressure

10. 
She is the skeptical and argumentative
prospect.. Wants to be always right.. Raises
dogmatic doubts with sarcasm, cynicism
underlying it..

Tell her “She has raised a very important issue,
would he mind repeating it”

This ensures two things…
 Firstly, that you are giving her importance,
 Secondly, she rephrases the whole thing toning
down the objection

11. 
In dealing with this prospect, do not argue or
contradict, let her blow off her steam

example…when the prospect brings up a
dogmatic or strong statement in objection form,
you pleasantly say, ”Your question pleases me,
Ms. Prospect, because it gets to the very heart
of the matter and since that is what I like to do,
it indicates we are on the same plane”.. (Even if
the prospect is outright stupid about the
questions raised)

12. 
Is same to the skeptical one in type, but one
important thing to remember is that he is hostile for
a reason… it could be because he’s been abused or
misled by a salesperson in the past, maybe a
salesperson did not hear his complaint…

This is the prospect with whom to use the age old
‘3-F FORMULA’
◦ Compliment him for being ‘FRANK’, make him talk
◦ Understand the logic behind her problems and try to
establish a ‘FOCUS’ on his queries
◦ Establish a communication level and cliché for a
common ‘FUNDAMENTAL SOLUTION’ for his problem

13. 
He wanted to start a procrastinator’s club
but decided to wait till later. He simply
can’t make a decision.

He went to the psychiatrist and the
psychiatrist said to him “ I understand you
have trouble making decisions”, the
fellow responded “well, yes - and no.”

Win his confidence by being the right kind
of person, demonstrate empathy.

14. 
Your belief and conviction in your product and
that it will best meet his needs will be the
determining factor.

Remember, he is having trouble deciding if he
should buy. If you have any doubts that you
should sell, you can rest assured that he won’t
buy. Push him - be firm.

Inner pressure is the key factor. Pressurize him
by asking him a lot of questions.

15. 
She’s got to feel she is a ’winner’ and she
won’t feel happy unless she gains some
kind of a concession.

You can handle this in three ways –
 Giving her an assurance while pitching a solution
that she is getting your best offer..
 Showing her that you are taking a personal
interest in her - “one thing I will do for you which
I normally don’t do for others is..I will personally
...”
 Best of all, Increase the package price and then
offer discounts.

16. 
He is the loud-mouthed ‘Mr. Obnoxious’…

Attention is what he craves, so give him
attention but in a firm and positive way. You
also challenge that individual.

Inside, he wants to be understood and
appreciated..

Challenge him with a lot of facts - “experts
suggest that… research indicates that..” etc.

17. 
Doesn’t want to be bothered with details wants “facts, just the facts, I’ve got things
to do, I’m in a hurry!”..

Be brief, to the point, be business-like
assure him that you can handle the details.

Make it clear that you will take personal
interest, take care that he gets exactly what
he wants, then make sure you follow
through.

18. 



‘Jolly Jimmy’ is the playful, good natured
prospect who in many ways can be the most
frustrating of all because on occasion he is
impulsive and indecisive.
He is far more likely to buy from someone he
likes and enjoys being around.
Make friends with him - laugh with him - be
casual.
Then - as a friend - encourage him to go
ahead and take action now so that he can
enjoy maximum benefits.

19. 



He wants to feel important, so by all means,
make him feel important. He wants to be on
center stage, so let the spotlight be on him.
By the same token, he likes to know he is not
dealing with “one of the boys”, but rather
someone who is qualified to handle his account.
If you have set a few sales records or if you have
accomplished something significant at work, let
him know it in a non-threatening way.
Mr. Big will know that he is dealing with
someone who is qualified to handle such an
important person.

20. 
‘Mr. Know-it-all’ is out to impress
you, so let him. You’ve got nothing
to lose.

You might let him impress you by
paying cash for the order and get
impressed by such a wonderful kind
of a client as he is

Other than this, he is mostly like Mr
Big Shot.

21. 
The toughest prospect of all, the one who
doesn’t object at all. He yeses you all
through the interview, smiles, nods and
agrees with everything.

The problem with him is that he is a very
bad mix between Gullible and Jolly but has
significant influence of Indecisiveness.

The best solution here would be to be able
to switch over roles from Professional to
Friend to Professional through the
different phases of the Sale Closure

22. 
The true essence of Sales is The Customer and the
importance of the customer is not to be forgotten at
any cost.

All the above types of customers are important to
our Business as we are trying hard to do one thing
and that is SALES.

We can not afford to lose the rarest resource for our
act to go on well. The Customer

24. Customer is always Right…
Till he says what we want him to say!!!

25. Rohan Bhatt
SQuare Consulting & Management Services
(W): http://www.squareconsulting.in
(M): +919974485505 / +919426685505
(Email): rohan.bhatt@squareconsulting.in