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?

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!

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Originally Posted by MitchM

I learned to ask: is this something you want or not?

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

Quote:

Originally Posted by Frankie

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

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

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Originally Posted by Gary Boye

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

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.

Quote:

Originally Posted by Frankie

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.

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.

Quote:

Originally Posted by Frankie

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

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.

[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?

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?

Quote:

Originally Posted by MitchM

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?

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

Reducing sales resistance

Sales Resistance Forum