The Difficult Propsect

I have received requests to talk about how to handle difficult prospects. Here is the short version:

Do not, as human nature makes us do, decide prematurely they are a "waste of time" or adopt an "I'll show you" stance. Neither of these will lead to a sale.

Give the propsect a chance to "get if off their chest". Just say..."Mr. Prospect, it sounds like you've had a bad experience with (the product, the company, another salesperson). Would you mind telling me what happened? I don't want give you the same experience."

This will allow them to blow off some steam, calm down and more importantly if you are paying attention tell you exactly what not to do if you want them to be a customer.

Only you can decide, at that moment, whether the prospect is lost forever or there is a chance to earn their business.