When it's a couple who happen to be opposites....

It's tough but not impossible. You soft sell to get the wife relaxed and then you pull out the ol' sheet of paper and list the pluses and minuses they come up with (plus a few you can suggest) and use this to hard-sell the man on the value.

Since you're already writing things, once you see they BOTH are sold, it's a natural progression to the order form and so on. Had to use this quite a bit in mobile home sales. Saw a lot of sales lost by other salespeople when they decided to hard-sell the man (it was nearly always the man who was hard-sell, aggressive, and gruff) and ignored the soft sell the other partner needed to feel comfortable.

Whether you have to divide and conquer as above or can combine the presentations depends upon the product and the degree of differences between the parties.

If you enjoy, really enjoy, selling...it's never a dull moment unless you're just passing out pink versus blue cotton candy.

Sandi Bowman