I have always loved to "play" with salespeople. The guy Steve first described is typical........"Here's everything I know about this product" happens a lot because training often emphasizes product knowledge. The question really is, "What do you want this thing to do?" Why tell me more than I want to know? Then close early and often.

I LOVE the ones who have learned the script!!! We had a fellow come in selling vacuum cleaners and they are classic demo/script guys! Before he got into anything, I said, "I've heard a lot of good things about these, I think we'll take one.".........NEVER batted an eye, just continued on with the pitch! Every few minutes I'd make some "we'll take it" kind of comment and it never stopped him. Finally I said, "Uh, just when are you going to asked for the order?"...........His "punch" line was a beaut!!! Are you ready??......He said:

That comes at the end.

Spaw