Eliminating Sales Resistance

January 30, 2009 by Admin
Filed under Strategies

What is the key to eliminating sales resistance? First, before we address eliminating sales resistance what is it and what causes it? Sales resistance is “push back” we receive from a prospective client when we are making or attempting to make a sales presentation.

Every time we receive resistance it is a direct result of something we have done or said. In other words, it is cause and effect.

By eliminating the behaviors which cause or create resistance and by choosing others which eliminate resistance, we can immediately and almost automatically begin to close more sales. The net result is that we will also earn more income.

Here’s an example of sales resistance. I received a phone call from a well known company. The representative came on the line to obtain some information.

As soon as she began speaking, she created resistance. (Not knowing how to properly open a call) In just a few minutes I was upset with her approach.

After anticipating exactly what she wanted and giving her the information so she could get off the phone and allow me to continue with my work, she continued to create even more resistance, exponentially raising the level of my agitation with her.

She turned a resistant ear to what I had to say and kept “selling.” She totally ignored me and attempted to talk over me.

Finally, I did the impolite thing of hanging up the phone, because at that point I knew she wasn’t listening to me. She only wanted to “follow her script” and get the information she wanted. However, she had no clue how to go about doing that.

Does that sound like what happens to you, or to people in your organization? Are they pestering people in the name of selling? Do they turn people off at the moment of “sales conception,” aborting the transaction before it ever reaches delivery?

What Are Some Things We Can Do To Eliminate Sales Resistance?

Change your mindset
Change our language and tone
Change your objective

To Eliminate Sales Resistance, Change Your Mindset

Most sales representatives have one objective in mind when they make a sales call whether in person, by phone or on the internet. They want to get to the sale right away.

They have their product, their script and their confidence and their list to go right down the line making those calls until they find a yes. In most cases no value is offered to the many people who tell them no. They are insensitive to no’s because they have to keep dialing to get to a yes.

This is old style selling and it is no longer valid in today’s world. Perhaps it was never valid but this is what was offered. Those with great personalities, great persistance and great presentations could make the grade, the rest fell by the wayside.

Today’s selling environment requires a mindset change. It is no longer a hunt for the sale, the moment the phone rings in the potential clients office. Rather it is a an objective to know the truth.

It begins with a genuine interest in knowing the truth of whether a sale even exists in the first place. It avoids the presumption of offering a solution (product or service) before discovering what the need is.

It is also the process of discovering that need with humility. Want to learn more about how to eliminate resistance