Reducing sales resistance

People want something or not - today. Or they want to know more or not - today. In either case I don't deal in anything called resistance - I work with inquiry or want, curiosity or not.

"Are you saying the mental process is they want it or they don't?" -- SpeedRacer

Exactly what I'm saying. People approach me and I know what I want or don't want today, right now. I may want information - I may request that or ask questions.

When someone clearly trys to sell me something I don't want I say that: I don't want it. If that person comes back with clever [relly dumb] ways to counter my Don't Want I hang up. Or walk away. Who has the time to deal with rude people who don't value honesty? I don't.

Sales people create resistance in people by how they define themselves and others in the sales process.

If someone says he or she doesn't want my product because it has A in it I will in a few words explain how A in it is not A in something else and ask, "Does that make sense to you and now is that what you want? If that kind of answer/question goes on in a friendly way I might continue - usually I don't know.
BUT I don't have any sense that the situation I just described is resistance - it's ab objection based on belief - either I answer it or not.

Mostly what I do though is yes or no - I want or don't want - I spend very little time in the middle - I don't have time for that.

MitchM

"It's true you will meet agreeable buyers once in a while. But if they become too commonplace, you might be out of a job. Your company could get all the distribution it wants without the expense of a sales force. So fortunately for the sales profession, buyers aren't always that easy."-Lee Boyan

I buy it and it's how I approach what I do - people either want what I'm offering or not - I maybe offering information or a product or a business opportunity - if they want it they'll ask some questions, a conversation will begin.

I'm not abrupt in conversation all the time - I tend to be more conversational and casual - and there are shades of gray obviously.

That's how I work.

MitchM

Yup - if offer some information and they ask questions they want it - I didn't mean the product here - I lumped them together - it's simple what I do. I ask people if they'd like to know more about a product and a business - sometimes it's do they want a specific product - and they tell me by their reply if they want information or product or not.

MitchM

I don't always know - sometimes people are misleading or they don't know yet so we talk a little - but last week I said these words to Deb, "You're a good talker Deb and in lots of pain. I'm going to be straight, are you really looking for help or are we just talking and having a friendly conversation?"

She told my wife and I in no uncertain terms she was looking for relief. Then I said, "If you like what you see what will you do? And she said, "If I like what I see I'm going to do whatever you tell me to do."

That's very close to what happened on the phone - so we drove to her home and met.

I often say, "Interested usually means just passing the time away or wasting it away. When I'm interested I ask for a brochure and it ends up in the trash under the coffee grounds. When I really want something I know it and act upon it. Do you really want this or are we just passing the time away?

Mitch

So if you offer some information and they ask questions that doesn't necessarily mean they want it?