BizSugar.com › Sales › Selling to Mr Know-it-all

Have you ever tried to sell to Mr Know-it-all?
You know the guy. You meet him for the first time and he’s done a ton of research. He thinks he knows what his problem is and what he needs to fix it. He’s looked up you and your competitors and and thinks he knows all your relative strengths and weaknesses.
So when you meet, instead of a consultative discussion where you tease out his problems, explore the impact, and suggest ideas – he’s grilling you on technical points. Some of which don’t even seem relevant.
Nightmare.