We’ve all encountered them—those buyers or coworkers who insist, “I already know this,” or “I’ve been doing this for years.” They shut down conversations before they even begin. But what if there was a way to unlock their thinking without directly challenging them?
In this post, we’re diving into proven techniques from Sandler Training that help sales professionals and team leaders deal with know-it-alls through empathy, smart questioning, and subtle influence.
Key Strategy: Ask Assumptive, Thought-Provoking Questions
When a prospect or colleague is convinced they don’t need help, pushing harder only reinforces their resistance. Instead, Sandler suggests asking assumptive questions like:
“When you tried X, Y, and Z, what happened?”
This method assumes they've already taken action, prompting them to reflect on outcomes they may not have fully considered. It opens the door to a fresh perspective—without accusing them of doing anything wrong.
Why Questions Work
Good questions do two things:
Reveal blind spots.
Position you as an expert without being confrontational.
People are more receptive when they arrive at conclusions themselves. By guiding the conversation through insightful questions, you show value and spark curiosity.
Use Third-Party Stories to Inspire
Another subtle but powerful tactic? Leverage third-party stories.
“I worked with another company who felt the same way—turns out we helped them achieve X. Have you ever explored something like that?”
These stories create social proof and lower defenses. They show what’s possible without forcing a hard sell.
Know When to Walk Away
Not every buyer or colleague is ready to change. Sandler emphasizes that it’s okay to move on if someone remains completely closed off. Focus your energy on people who are problem-aware and open to solutions.
Revisiting them later might yield better results.
Final Thoughts
Dealing with know-it-all personalities can be frustrating—but it doesn’t have to be a dead end. Use assumptive questions, share relatable success stories, and recognize when it’s time to move on.
These subtle strategies from Sandler Training turn resistance into opportunity—without ever needing to prove someone wrong.
Bonus Resource: Understanding The Buyer Journey
Dave Mattson's book "How To Sell to the Modern Buyer"offers a close look at the modern buying journey. It examines how that journey has changed over time, what it looks like today, and how you can adapt to it and yet still stay true to your sales methodology.
Download now to get our paper on How to Sell to the Modern Buyer...The Sandler Way
