Reducing sales resistance

I think many salespeople encounter resistance on a daily basis. Does anyone have any great tips on how to minimize this from happening? -Frankie

I learned to ask: is this something you want or not? from http://www.highprobsell.com/ and that took care of most of my resistance problems.

I was slow in learning to ask that simple question even after reading it - maybe I had a head too full of compound/complex questions and answers left over from college, I don't know - so I've learned how to reduce my own resistance to letting go of struggle and hence, I don't feel that any more.

The only resistance I deal with now is my sometimes unmotivated ways when I settle for less of myself and take another day off - but that's another topic.

BUT the question is the same: is this [more business] what you want or not? and when it's a lazy day the answer is obviously: not! -MitchM

That's probably a bit abrupt for my tastes but I appreciate the response. :) -Frankie

That's a pretty general question, Frankie. Could you be more specific as to when and how? -Gary Boye

No problem. Specifically, I would thinking about resistance from prospects when meeting for the first time. A good example would be door-to-door cold calling. In many instances, you don't even get a chance to say anything before your broomed off the porch. -Frankie

That's a tough way to make a living. I haven't done residential door knocking since I was fourteen. My Dad taught me two things that really helped: Always take a step back when they come to the door--and--never hand them anything--such as printed literature. Those two things were effective for me. -Gary Boye

If you meet common objections, and you should know what they are after a while, you can incorporate them into the presentation. That way there's less resistance. -Kristina

[quote=Kristina]If you meet common objections, and you should know what they are after a while, you can incorporate them into the presentation. That way there's less resistance.[/QUOT

Kristina Can you give an example of what do you mean? they after a while you can incorporate them into your presenation. Door to door selling incorporate them into your presentation? -Sanddollar

You can knock on a door, make a call, meet someone on the street and you can create sales resistance by your approach. I like what Gary's dad taught him.
By create sales resistance I mean that if I do anything more than offer something for someone to look at I have created a situation that can invite sales resistance.

If someone says he or she doesn't want what I offer and I counter that - which I may - I have to understand that this potentially will produce a counteraction and this situation can become one of overcoming resistance - one of struggle.

Recently someone had opinionated and untrue things to say about a product of mine - I will address those opinions if that person wants me to - otherwise I won't and I'll move on. If that person wants me to address his opinions that invites a situation that can become one of overcoming resistance - one of struggle, of argumentation and debate - and I'm not saying these things are negative or bad or to be avoided by definition.

What I'm saying is that the seller can create resistance situations and sellers should recognize that and also recognize what it is that's happening.

Some people thrive on overcoming rejection or objections - some people thrive on conflict and resistance - some people thrive on debate, argumentation and struggle. I don't like any of those situations unless I see some intrinsic value or reason to pursue or create situations that offer those things.

BUT also just entering a conversation that produces questions doesn't imply resistance - resistance can also be a definition that is just as easily let go of as kept - so what are we talking about here anyway? -MitchM

Yes I agree and this is a great Detailed Exsplination good stuff and yeah you make a good point "You can knock on a door, make a call, meet someone on the street and you can create sales resistance by your approach." Great info thank you -Sanddollar

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

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. -khunvi

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 -MitchM

Not all resistance means they don't want what you have to offer. -Marcus

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

Mitch -MitchM

Sometimes it means the customer has issues to resolve before they would feel comfortable making the decision. -Marcus

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 -MitchM

I see where you're coming from.

I don't follow. :cu -Marcus

Tell me more - where do I lose you?

Mitch -MitchM

Are you the "Seller"? -Marcus

Don't put your head in the sand and reject sales resistance. Acknowledge it, respect it, and work with it. -fred

"Don't put your head in the sand and reject sales resistance. Acknowledge it, respect it, and work with it." -- fred.

I don't know what you mean by that but it's a funny picture, Fred. Actually, rejecting sales resistance is the opposite of head-in-the-sand. What exactly do you mean by that?

MitchM -MitchM

Resistance is not something to avoid or ignore. It happens. It happens quite often and for many different reasons. -fred

"Resistance is not something to avoid or ignore. It happens. It happens quite often and for many different reasons." -- Fred

I agree that what's commonly called "sales resistance" has to be totally exposed for what it is, where it is, and how it's created and NOT avoided or ignored but met head on so that it can be rejected.

In much the same way I rejected "mid life crisis" and "conflice in marriage" NOT by ignoring these definitions of certain emotional and physical states but by looking at them clearly to understand the source of their cause.

It's not naming something other than what it is, Fred - but it's getting an understanding of what something is in the first place we've ascribed a meaning and definition to - that's to me an important discipline worth study.

The best to you.

MitchM -MitchM

How is this congruent with your previous post?

Quote:

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

-fred

I don't see what you mean by not being congruent, Fred. We may not be taking about the same thing but think we are - you might tell me what's incongruent about what I posted as I really don't see it.

When I turned fifty ten years ago my wife said I'd probably have a mid life crisis [maybe she said it when I turned forty-five and two of our friends were out looking or women, trying to regain their youth, ignoring their families. I told my wife I didn't belive in that definition or whatever is meant by mid life crisis.

One of my beliefs is that people self-fulfill concepts which don't necessarily describe anything as it is in absolute fact. So I just don't accept anything called sales resistance - I can't avoid or ignore what doesn't exist - it has no meaning or definition for me.

Today meeting with a couple she and her husband had many questions my wife and I answered and what some might call resistance - questions about cost and benefits - we saw as only honest questions seeking honest answers which we gave. Instead of ordering $100 worth of products they ordered over $700 NOT becauae we over came resistance BUT because we answered their needs and wants honestly and what we had they wanted.

What most people call resistance is someone not wanting what they have using all kinds of questions as a way out instead of saying: I don't want it. SO the sales person works hard at making the sale. I quit working hard at making the sale. I only deal with people who indicate strongly they want what I have and are worth my time - I don't deal with internal or external [they are the same] resistance.

That's the best I can answer

The best to you. -MitchM

That is a very limiting description of "resistance". I wonder where you found that? -fred

I know all the other descriptions of resistance,Fred, all of which I find expansively limiting meaning each limiting in different ways. I also know that what looks like resistance is often not enough information, not having genuine questions answered. I don't have one limiting description.

The best to you.

Mitch -MitchM

I didn't get that impression from your previous writings (see quote below). My error.

-fred

I would be interested Mitch in learning more about what you meant by "people either want what you have to offer or not". -Seth

I could be wrong but I think Mitch's statement is to be taken literally. I personally think this is an ignorant statement but whatever helps you pick up the phone... ;bg -AZBroker

It's a statement of humility, AZ - at least for me. It could be arrogant for someone else just like a cliche can be this or that depending on how it's used. So don't know how you use it in a way to mean arrogant, AZ.

I asked someone the other day if what I offered was something he wanted to know more about or not and he said NO. I asked him if I could call him again sometime and see if things have changed and he said OK. He also took a business card - I took some info from him as I might be able to send someone his way.

We departed friends - no resistence or struggle [by the way I turned down what he offered me and we'll look at that again in six months] no arrogance but I'd say humility born out of a real honest and straight relationship.

The best to all.

MitchM -MitchM

Mitch I wrote "Ignorant" not "Arrogant". -AZBroker

Swap words, then. If arrogant had been used my post stands well. With ignorant I haven't a clue what you mean - why ignorant to you?

MitchM -MitchM

IMO, "people either want what you have to offer or not" is an ignorant statement because it shows an unawareness or lack of knowledge about the mental process that buyers go through when making a purchase decision. -AZBroker

Same here. What does that mean Mitch? -SpeedRacer

It's obvious. Person A wants the nutritional products we offer. Person B doesn't. Person C wants the business we offer. Person D doesn't.

Through an offer, a couple of questions [inquiry] person's A and C eant to know more. Person's B and D don't. That can change in the future for person's B and D.

I have an understanding of mental processes.

The best to you.

MitchM -MitchM

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

So now the idea [people want to know more or they don't] is the same as "people either want what you have to offer or not"? -AZBroker

lt looks like the goal posts are moving. ;bg -Calvin

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 -MitchM

I don't believe the typical person's mental process flows as you've described. That is too abrupt in my opinion. Instead of Black or White I believe it also involves shades of grey. -SpeedRacer

I don't buy it either.:nea -AZBroker

"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 -fred

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 -MitchM

If the prospect asks questions that means she wants it and if she doesn't ask questions that means she doesn't want it? :hu -AZBroker

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 -MitchM

When you ask people if they'd like to know more about a product and they say "Yes" how do you know they "Want" it versus they are "Interested" in hearing more or does that matter for your situation? -AZBroker

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 -MitchM

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

If you're getting at the gray of course there's some gray - but I've reduced gray to let's say 3% and put an immediate want or not at 97% notwithstanding a little more gray at times - I don't offer much information if I hear resistance or objections - I don't fight for a sale or get into any overcoming objections and I haven't had a need to do that to be successful.

So if I offer info and they ask questions it doesn't mean necessarily they want what I offer - but this doesn't happen much as I disqualify very quickly.

MitchM -MitchM

What percentage of the prospect you speak with "Want" what you're offering right then and there? -AZBroker

Very few - I network market quality nutritional supplementation and the business opportunity that goes with it - network marketing - so I have to talk to a lot of people.

I haven't kept records of % but it's slim - probably less that 5%.

MitchM -MitchM

Sounds like fun. Best of luck with that. ;co -AZBroker

Thanks! I've been ten years with an eighteen year old company Business Week, Fortune, and Forbes have placed in the top 50% top small growth companies - if more conventional companies, CEOs, and distributors had the class this company has we'd have a better USA economy and happier people.

I don't do it for fun - I do what I do because it pays really well, But I have lots of fun.

You too - good luck and have your fun too.

MitchM -MitchM

I hear that. It's suprising how much fun you can have and how much money you can make selling a few dozen homes each year. ;wi -AZBroker

I know - I have good friends in real estate who do very well. What attracted me to what I do is the over rides - residual income - I'd been looking for a good company in multi-level for many years - first I fell in love with the products of this company, then the company and financial opportunity.

There's a lot of hype and BS in the world of MLM - well, in the world period. When I face that kind of resistance I spend little time with it - do you want to take a look at what we have and how we do business or not? That's my typical question to the "skeptic" or whatever coming on me.

Or I offer a chance to speak with one of the corporate people.

In Kalamazoo it's a buyers market big time.

The best to you.

MitchM -MitchM

I picked up on that. ;sm

The best to you also. ;co -AZBroker

You picked up on what?

MitchM -MitchM

"When I face that kind of resistance I spend little time with it - do you want to take a look at what we have and how we do business or not? That's my typical question to the "skeptic" or whatever coming on me." -AZBroker

You read me well - maybe in the other world of sales I have no experience in - I'm a retired teacher - more time is required meeting objections, overcoming resistance - understanding it - maybe some in network marketing work like that - I just don't.

BUT if someone is friendly and in a conversation that's fun and I've got time and I sense interest - not a want in this case - I talk to find out what I can learn.

MitchM -MitchM

Life is subject to interpretation. ;bg -AZBroker

Yup!

MitchM -MitchM

Mitch, I don't think I could be successful in Network Marketing because it is an important criteria to be the right person selling the right product for the right reasons.

In your work, it is obvious to me that you meet that criteria. I think that is one cornerstone of your success. Another cornerstone is the smarts to not be one of the crowd. In sales, few really successful people share the thinking of the majority. The revelation here is almost humorous.

Add the character and humility you always display, and I can see why you're having fun being successful.

Your posts are pure class. The best to YOU, my friend. -Gary Boye

I appreciate your kind words, Gary. Your friendship via IT has mentored me at an important time in my life.

Shirley and I have an affinity for the products we offer and continue to be students of networking - you know humility doesn't usually come easy but the strength of a clear conviction and right action is something to be proud of and humble about in having achieved in spite of your own weaknesses and failures.

Always, the best to you.

MitchM -MitchM

You've never heard that one before Gary? ;bg -AZBroker

That is solid advice Kristina. -saltydog

Yup - that is solid. I can anticipate almost everything that might be defined as an objection - or concern - or question that needs clarification - and as the conversation begins I'll lay out many of them in the conversation in response to the questions I'm asked and I ask in return for clarification.

Then, when I reply it's clearly intended to answer the immediate need AND in the answer there's usually built in information that also might answer anticipated objections.

Since I don't have a definition for resistance - okay, I know what it means - and I call it an honest question that needs clarity - I don't have any answers to removing resistance.

If the resistance is "I don't want it" I never resist that - I value the relationship more than the sale and the potential for a future sale or referral.

MitchM -MitchM

Great insight on the topic by Mitch, saltydog, and Kristina. It should be very helpful to those visiting SalesPractice, who are starting out in sales, and are trying to increase their understanding on the true nature of selling. -Gary Boye

Insights are the best language we can come up with to represent experience which someone else recognizes as valuable. When insight becomes a continuous state-of-mine and objective - when attention to everything happening inside and outside ourselves becomes transparent and clear and new every day - insights improve our lives and ability to communite with other people.

MitchM -MitchM

You took the words right out of my mouth. ;co -AZBroker

I hope not!


MitchM -MitchM

Oh, come now. You're like a brotha' to me. ;st -AZBroker

Nope - I have one sister - my brother like friends are not cyber personas.

MikeM -MitchM

You might have taken that too literal. :yi -AZBroker

I take everything as absolute literal truth - that's the way I think.

MitchM -MitchM