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How do you handle egotistical prospects?
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3 Answers
Make them think it is their idea!
You know what you need them to think about, you know what you need them to say. Just work it in reverse, and set up a series of questions that gives them the opportunity to "educate you", and give them a chance to show their "knowledge". In the process, you can create a flow that can most logically be concluded by them acting on what they have just said to you. Anything short of that will diminish their ego.
Use their own trait to help you!
Tibor's right about using their trait to help you, but I'd do it with a more aggressive focus (ha) on the close.
Ego is about power - purchasing power in this case. Challenge them to show this power with a progression of statements like:
1. "I'm sure a person like you doesn't have trouble making decisions, right?"
2. "OK, so do we have a deal?"
3. "It's not a matter of budget is it?"
4. "Working with someone like you who actually knows how to get deals done is such a pleasure."
Done correctly, you can work towards a close more quickly with an egotistical prospect because their worst fear is looking weak at the decision-making table.
I agree with Tibor. I would like to add that I let them say what they want me to hear. There are times I even ask questions that don't necessarily matter, but I know will help them feel more comfortable answering and disarm them...
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