Sales Objections and Stalls

I'm starting to believe that no matter how good of a performance a salesperson gives that resistance (objections, stalls) are still likely to come up and that this is normal. Does anyone else feel this way too?

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Originally Posted by AZBroker

I'm starting to believe that no matter how good of a performance a salesperson gives that resistance (objections, stalls) are still likely to come up and that this is normal. Does anyone else feel this way too?

I haven't considered what I do as a performance - it's a role so maybe that's a good way to look at it - and the causes of resistance intereste me - I think the causes of resistance are typical and so is what we call resistance.

I called a woman looking for a way to make some extra income working from home so I told her a little about how our business works - we never got past her resistance or objection because in this case she didn't see herself doing what we do.

Other times I've eliminated that kind of discussion on the phone opting for a face-to-face presentation and the results are pretty much the same as going into more detail on the phone.

The causes for resistance in her go back to past experiences impacting today's decision making - maybe others too.

Then comes the question of either just ending the call or trying to get to the root causes of the resistance - I've done both and now find that just ending the call is what I prefer to do most of the time.

There's some conversation and yes, it's normal for people to resist what they don't want or believe they don't want which is really one-in-the-same.

Mike

I was thinking that even when the buyer wants the product that resistance can be normal. For instance, the kind of resistance that forms when preconceived ideas don't match with reality.

Quote:

Originally Posted by AZBroker

I was thinking that even when the buyer wants the product that resistance can be normal. For instance, the kind of resistance that forms when preconceived ideas don't match with reality.

Sure, I would go along with that. I bump into that every once in a while like when a homeowner calls me out to list their MH and freaks out when I tell them my fee. They think that because real estate fees are 6% [+/-] that I will sell their $10,000 MH for $600. Right!

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Originally Posted by AZBroker

Does anyone else feel this way too?

I agree. I also think that a lot of people bring baggage to the sales call.

Quote:

Originally Posted by AZBroker

I'm starting to believe that no matter how good of a performance a salesperson gives that resistance (objections, stalls) are still likely to come up and that this is normal. Does anyone else feel this way too?

You are correct, it is quite normal for buyers to have questions and concerns (aka resistance) even when they want what you have to offer.

As JR pointed out, and Thomas illustrated, people enter the sales call with their own (mental) "baggage" and in many cases this is the source of the resistance.

However, this is not to imply that a salesperson will be helpless against this "baggage" and unable to preempt, uncover, or respond to resistance appropriately.

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Originally Posted by SalesGuy

You are correct, it is quite normal for buyers to have questions and concerns (aka resistance) even when they want what you have to offer.

As JR pointed out, and Thomas illustrated, people enter the sales call with their own (mental) "baggage" and in many cases this is the source of the resistance.

However, this is not to imply that a salesperson will be helpless against this "baggage" and unable to preempt, uncover, or respond to resistance appropriately.

That does make me feel better.

Quote:

Originally Posted by AZBroker

That does make me feel better.

Of course the salesman and saleswoman also come to the table with their baggage.

Mike

Quote:

Originally Posted by AZBroker

I'm starting to believe that no matter how good of a performance a salesperson gives that resistance (objections, stalls) are still likely to come up and that this is normal. Does anyone else feel this way too?

You mentioned objections and stalls but not rejection. Doesn't rejection fit in too?

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Originally Posted by Mikey

You mentioned objections and stalls but not rejection. Doesn't rejection fit in too?

That was an oversight. Yes, I think there are times when no matter what the salesperson says the buyer will through up resistance (rejection). An example that comes to mind is when the prospect is pre-occupied with something important, doesn't want to talk to "anyone," and you happen to call.

Sales Objections and Stalls

Sales Resistance Forum