Reducing sales resistance

If you build value before presenting your product/service you will tend to encounter less resistance.

Maybe it is wise to train the sales person to expect sales resistance and how to handle it. There is no use taking that into account if they want to be a good salesperson.

Reject sales resistance - don't hide behind it as an excuse for poor performance - people either want what you have to offer or not.

MikeMitch

True - sometimes it means you haven't communicated well.

Mitch

That's true too - but having issues to resolve doesn't produce resistance in my communication - if it produces resistance in the potential customer it's not resistance in me - in other words, I recognize it, help if I can by communicating the best I can.

I believe what's commonly called customer resistance is really a feeling of resistance or struggle in the would be seller so maybe I'm not communicating well here - that's the resistance I reject - I don't encounter resistance in myself and when the potential customer doesn't want what I offer after I've done the best I can to meet mutual needs and communicate, I move on.

Mitch

Tell me more - where do I lose you?

Mitch