Think about each of the non-customers at your stops. Give some logical titles to each like Shy Guy, Big Mouth, Cheapskate, Know-it-all, etc. You may not really know each person enough to figure them out right away, but with observation and some little conversations, you will start to get an idea of what makes them tick.
If, for instance, your usual selling style is the hard-charging, always-be-closing style, I guarantee that the shop's resident Mr. Shy Guy is simply overwhelmed by your aggressive approach. Just like oil and water…they don’t mix.
I would recommend approaching this technician with a soft storytelling approach the next time you have a cool new tool that fits their job activities. Speak slowly, softly, and close gently. I know this isn’t your usual style, but you’re not selling Shy Guy now, so what’s the worst that can happen? Shy Guy says no again, but nothing ventured nothing gained.
On the other hand, if you’re normally using the counselor selling approach and the shop loudmouth is your target, you’d better step it up a notch and approach them with an aggressive, take-no-prisoners, always-be-closing approach. People tend (but not always) to like buying from people similar to themselves.
