Pipe-Smoking Over-Thinker: Over-thinkers will finally buy something but they make it as slow and painful as possible, analyzing every last detail.
People who smoke pipes are very patient and thoughtful. If you think about it, a pipe smoker is patient enough to fuss with the pipe all the time, cleaning it, filling it, lighting it, tamping the tobacco down, lighting it again, and so on. So, when they buy, they are just as willing to take their time and your time.
Don’t rush your presentation. Go slow, cover all the details. No detail is too small for these people. Use phrases like: “When you analyze this tool...” and “Our analysis of this application shows it will fit your need because...”
A phrase like: “You are respected around the shop for the diligence you use when making a purchase. I think this tool will fit right in with your usual detailed decision making.”
I was once making a call on a pipe-smoking hospital administrator who was known to be very slow in decision making and analyzing a product to death. When I arrived, he asked if his new assistant could join the meeting and of course I said it was fine. It turned out the new assistant also smoked a pipe and they sat side by side behind the administrator’s desk, smoking their pipes and looking bored. No sale!
