Macho-Macho-Man: This customer wears super tight shirts to show off his physique. Macho-Man has some ink on his arms of barbed wire, guns, knives, and a skull-and-crossbones. He is convinced that he is the baddest dude in the building.
The Macho-Macho-Man is usually an OK person. They just love the attention they receive by acting like a badass. Macho Man loves to hear his own name so use it often. Macho Man does not want to be compared to other technicians. He is the king of the hill and will do things his way. So, where the “get on the bandwagon” close of telling the prospect that lots of people are using this tool is great for most people, it is not a good one for Macho Man.
Tell Macho Man how strong the tool is: “You are known around the shop to be hard on tools because of your strength. This tool is designed to take good hard professional use.”
Let Macho Man know that he will be respected by others in the shop for making this wise purchase. It won’t hurt to say “Yes sir” a few times in each presentation.
