The friendly talkative prospect can be the nicest person you know -- easy to get along with, and agreeable to a fault. He or She is so sociable that it is almost impossible to get the sale going in the direction you want it. They talk endlessly about everything but the sale. So how do we get them on track without injuring this nice set of circumstances and making them feel uncomfortable?

Let these nice people talk until you find a good opening. They are relaxed so you be relaxed do not be overly aggressive, but take advantage of any pause they allow you and lead them into the sale. Be firm but subtle. Each time they stray bring them back, say something to the effect of "I agree" or "As I was saying" and lead them back into the sale. (Refer to my blog July 1st, under interruptions)

Try to tie the prospects own words with the sales story. "You said something there which ties in with exactly what I know will be of benefit to you". Then make the correlation. (Remember it is always about benefits for the prospect) Make sure what you say then holds their interest and attention.

With this prospect you have to be attentive, assertive and clever. Take the opening when you get it and swing them into the sale and keep doing this until you have them on board and following you in the sales process.

Sixth in a series of selling strategies by customer type, "The Talkative Friendly Type"