Intimidated? Good.
That means you’re in the right room.
If your buyer is smarter, richer, or more experienced than you, don’t panic.
Don’t try to outsmart them.
Out-frame them. Out-listen. Out-respect.
And you’ll win.
Here’s how our top team closes deals with people who could buy and sell them twice.
Jack: Sell Across, Not Up
Jack’s mantra:
“Treat them like a peer, not a prize.”
The biggest mistake reps make with smart buyers?
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They pitch nervously
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They over-justify
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They play small
Jack does the opposite.
He opens with bold clarity:
“If we can’t increase your inbound in 30 days, we don’t deserve your business.”
And then shuts up.
High-level buyers respect confidence. Not desperation.
Alicia: Let Them Set the Frame
Alicia doesn’t fight for control. She mirrors it.
She starts with:
“How do you usually approach decisions like this?”
Then she listens. Carefully.
She mirrors their language, pace, tone.
And when they ask for her take?
She shares it with calm clarity:
“If I were in your seat, I’d do this… but you’ll know best where this fits.”
Respect meets leadership.
That’s her superpower.
Monica: Show the Work
Monica’s secret weapon? Preparation.
High-IQ buyers don’t want more charm. They want:
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Benchmarks
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Proof
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Tools
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Flow
She brings all four.
A custom report.
A triggered demo.
An automated sandbox.
“When they see I built something for them, they lean in.”
It’s not about being smarter.
It’s about being more ready.
Final Hit
Smart buyers aren’t your enemy.
They’re your fastest closers — if you handle them right.
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Talk like Jack
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Listen like Alicia
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Prepare like Monica
Don’t try to impress them.
Meet them where they think.
And then lead them forward.