Session: How to Sell to Difficult Customers


Tuesday, December 4, 2007: 8:00 a.m.-11:00 a.m.
224 C/D (Orange County Convention Center)
How to Sell to Difficult Customers - Workshop, 2.5 CEPs
Research has shown that 90 percent of a company’s sales can be lost or difficult to close due to the clash of personalities between the salesperson and the customer. This workshop uses the respected Myers-Briggs system to speed-read personalities. It presents many down-to-earth techniques for sales professionals or business owners to sell to ALL types of customers. This workshop is for contractors, suppliers, owner/operators and manufacturers. At the conclusion, attendees shall be able to (1) understand the fascinating science behind why 90 percent of their clients can be difficult to close and how to sell them, (2) speed-read their customers so they can successfully sell to them, (3) learn some surprising truths about the way their customers really buy that contradict what their mothers probably taught them, (4) discover what different buying groups really think about them and each other—and how to use that to close difficult customers.
Workshop Presenter:	Michelle Nichols, Savvy Selling International and Water Well Journal columnist