Sales Skill - What do you do When you Run into Resistance?
Sales Resistance Forum
#11
Gary Boye
Right Bard Wrong Play
Quote:
Originally Posted by klozerking
I'm of the Julias Ceaser philosophy. He doth protest too much.
That's from Hamlet, not Julius Caesar. At least methinks so.
But Caesar did say, "He is a dreamer. Let him go his way."
Sure beats "Get out!"
#12
RainMaker
Quote:
Originally Posted by SalesCoach
For instance, if the buyer is stalling and says, "I want to think about it" or "I need to talk with my wife" or something similar simply ask, "What do you mean?" You might be suprised at the answers you receive.
SalesCoach, would you share some of the surprising answers you have received from this question?
#13
SalesCoach
Quote:
Originally Posted by RainMaker
SalesCoach, would you share some of the surprising answers you have received from this question?
The surprise I'm referring to is the contrast between the meaning a salesperson assigns to a statement and the meaning the customer intended. These two can be miles apart.
#14
AZBroker
Quote:
Originally Posted by JacquesWerth
Sales Resistance is caused by persuading and convincing. So, it's not likely that doing more of what causes resistance will "break the resistance."
My guess is that you either started with a low probability prospect or that you are pushing too hard - probably both.
