Let me read the tea leaves of some classic buyer responses below. All of these interactions can be overcome but can take time and serious investment. It is always going to be nuanced from buyer to buyer, but if you see the meaning, it gets easier.
So, below are translations of some common buyer sayings. Think about this: maybe that the buyer may just not be into you and you need to find another? What you have to offer may not be for her (or him)…don’t be afraid to move on.
I don’t know your book
I don’t want to know your book, or more likely, you need to entice me. Go for the top producer in your book that you can think of and watch the reaction.
I work a lot with consignment
They like historical prestige labels and will like to play with traditional over new finds. They also tend to dislike most import/distribution operations. Look for the producer connection.
I like recognizability
I like big, established brands and my list could have been written in the 90’s. Have you had Staglin? Super tough one to win with unless you have a book filled with big brands.
I can’t take any more distributors on right now
I have my chosen people. This one is VERY HARD to get past. Choose to spend your time wisely.
“ Email me...
I need to think about this and I want to see your email game. Email them like you know what a buyer wants/needs but without arrogance.
I don’t do appointments
Every buyer does some form of appointment…Every one of them. You just need to figure out what that means for that buyer and be there. Sometimes the email offer is more viable.
What do you have that is on closeout
We look for pricing deals, not quality deals. Question for you: Do you want to play ball with this type of customer?
Most of the time buyers have “tells,” and it is your job to be a good listener and an even better observer.