Respect The “Know -It- All” Let the know-it-all feel that you respect his or her opinions. Once you have this confidence, he will listen to you. He is easy to sell after this point. Don’t try to cut off the know -it- all, or the “fussy” customer, or the “particular” customer. Let them talk on. Let them unwind themselves.
Sometimes the know-it-all is the third party. Don’t overlook or shun the third party. Draw him into the sale by such questions as these:
“What is YOUR opinion, sir?” “Which do you prefer, madam?” “What do you think?”
Never lose sight of the fact that you are out to win decisions, not arguments. Avoid arguments with the “Yes – but” technique. Say things that get a “Yes” from your customer.
Remember the rule: Win the decisions and not the arguments.
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