Sales Objections and Stalls

Quote:

Originally Posted by Gary Boye

from a different thread : ...I read that thread and to date I couldn't relate to it (in context) so I didn't post anything. However, it's a worthwhile discussion and an interesting point you bring up. I was hoping you might expand on your thoughts.

In another thread a member had posted:

Quote:

Sales Resistance is caused by persuading and convincing. So, it's not likely that doing more of what causes resistance will "break the resistance."

My guess is that you either started with a low probability prospect or that you are pushing too hard - probably both.

I've thought about it and can't agree that sales resistance "is" caused by persuading and convincing.

I can agree that in many cases a poor performance of persuading and convincing by the salesperson "is" or "may" be the cause of sales resistance. This isn't always the case. For instance the example I provided and the example Thomas provided. In both of those cases the source of the resistance mentioned was not the salesperson but the prospect.

Quote:

Originally Posted by AZBroker

I can agree that in many cases a poor performance of persuading and convincing by the salesperson "is" or "may" be the cause of sales resistance. This isn't always the case. For instance the example I provided and the example Thomas provided. In both of those cases the source of the resistance mentioned was not the salesperson but the prospect.

There is a school of thought that suggests that a sales methodology based on "persuading and convincing" is, in itself, tantamount to performing poorly.

You are not of that school, based on your post. Frankly, it is a minority in sales that are. But--and this is a big but--have the conclusions that you have drawn in your selling career made you successful?

That is not a question that I would expect anybody to answer. But it's not completely rhetorical either. It's just that it is personal and not my business. If anybody here is working with beliefs that are allowing them to achieve the rewards of selling--then they really have to stay with those beliefs. I'm sure you agree.

And I do respect your views.

Quote:

Originally Posted by Gary Boye

There is a school of thought that suggests that a sales methodology based on "persuading and convincing" is, in itself, tantamount to performing poorly.

We don't try and trick or pressure our clients into doing anything but we do use persuasion tools every day. Here are a couple of examples of persuasion tools that we use at our brokerage:

"Contrast" when determining the order homes will be shown in.
"Authority" everyday by requiring our agents to adhere to a strict professional image (education, automobile, office, paperwork, etc.).
"Scarcity", when it applies, by letting the buyer know the potential for the property to sell quickly (limited time) and if interested to make an offer ASAP.
"Social Proof" by showing the "demand" for a certain community or area. This is even more important in New Home subdivisions.
"Consistency" by securing commitments throughout the process.

The more I think about your post the more I think we're talking apples and oranges. I think you're talking about techniques to get people to do something they don't want to do and I'm talking about persuasion principles. Maybe this is just about semantics, I don't know.

What I do know is this... one of the most common questions new agents ask when failing is the field is, "What am I doing wrong?" If I was to give the generalization below... I could very well be pointing them in the wrong direction.

Quote:

"Sales Resistance is caused by persuading and convincing. So, it's not likely that doing more of what causes resistance will "break the resistance."

My guess is that you either started with a low probability prospect or that you are pushing too hard - probably both"

These type (unqualified and no referent) of generalizations, in my opinion, can be harmful and probably account for a lot of the problems inherent in many sales training programs.

Sales Objections and Stalls

Sales Resistance Forum