Your Possible Solution

Real world scenario

Possible solution

When salesperson offers his/her hand for a handshake, the prospect doesn't offer his hand in return.

As the seller is having a seat, the prospect informs the seller that some catastrophe has just occurred in his/her life (e.g., "My child was just hurt at school on the playground"; "My wife just learned she has a possible cancerous growth on her neck"; "I just found out that they are going to be laying off another 400 workers at this plant. I wonder how that is going to impact me!")

The prospect takes away the seller's portfolio and flips through it. After a few minutes, the prospect closes the portfolio, places it on the floor next to his chair, and says, "Now, what did you want to tell me?"

Right after the seller sits down the prospect asks, "How much is this going to cost me?" Prospect is adamant about getting an answer to this question before moving on with the conversation.

Prospect informs the seller that his/her needs have changed drastically since they talked last.

Prospect asks the seller to have a seat, but then remains standing.

Phone rings on the prospect's desk. Prospect picks it up and starts carrying on a spirited conversation.

Prospect asks for a bribe or a kickback. "After all you're going to make a commission on this sale if I buy, aren't you? Well, why not share some of that with me. If I don't buy you won't get anything, you know."

Prospect is very, very confused. Might be because he was at a party late last night. Might be because he is just not a very sharp individual (the world does have those kinds of folks–some of them are buyers).

Prospect makes a pass at the seller or asks the seller if he/she can find the prospect a date.

Prospect says something that sort of sounds like it could be a pass (e.g., "Maybe we should meet tonight and discuss this further. How does 7:30 sound to you?").

Prospect says something that sort of sounds like a bribe or kickback request (e.g., "I think we could work something out. But you're going to have to make sure I get taken care of in this deal.").

Prospect says he/she likes everything about the proposal, but just doesn't have that kind of money. Also, extending credit is out of the question for some reason.

Prospect asks the seller for his/her opinion on some personal issue (e.g., "Who are you going to vote for in this presidential election?).

Prospect is very quiet. Practically says nothing at all. Won't offer any objections.

Prospect seems unusually nervous, even afraid. This is displayed nonverbally.

Buyer brings up something he is angry about just as soon as you walk in the door.

Prospect acts offended that you've never called on her before (perhaps because she thinks her store is too small).

Prospect seemed preoccupied when you walked into the room (e.g., looking at a report, reading an email message, listening to a voice mail message). As the presentation continues, you realize the prospect isn't really paying attention.

Buyer expresses his dislike for his job, his managers, the products he sells, his customers, etc.

Buyer is asking for all sorts of semi-confidential or confidential information (e.g., "How many of these units does our competitor in town sell a month?" "Can I see a copy of the formula that your plant uses to produce this product?")

The prospect says, "Look, I don't want to see a bunch of fancy charts and graphs. Just tell me what you can do for me!"

The prospect, while using a calculator during your presentation, pushes the wrong buttons (perhaps on purpose) and exclaims that your product does not have much value for the money paid.

The prospect (a reseller) tries your new food product and exclaims that it tastes awful!

The buyer starts to nod or goes to sleep.