FREE online courses on Selling Step by Step - Sales Resistance

 

Prospects usually show resistance against buying products by pointing out real or imaginary hurdles and by voicing objections. In analyzing sales resistance, you will need skill in the accurate and rapid appraisal of people and their motivations.

 

A prospect's expressed sales resistance is either an obstacle or an objection. An obstacle may be real or unreal; an objection may be sincere or insincere. Objections, even if insincere, should be met with utmost courtesy. You should try and make the customer feel that he/she is not under any kind of pressure in taking the decision.

 

Obstacles are real or apparent reasons that the prospect has for not buying. If the obstacle is real, it precludes the consummation of the sale. But if it is apparent, there are ways to circumvent it.

 

For example, if a prospect says, he is facing a temporary shortage of cash, it is an obstacle, not an objection and you can help him/ her by giving the finance option, if possible.

Some obstacles can be circumvented, others cannot. When an obstacle arises, you should determine whether or not there is a way to get around it. If you recognize the specific obstacle and know a way to circumvent it, the next move would be to present the solution to the prospect.