Resistance - How to Handle It

Written by Alan Fairweather


Do you ever meet with resistance from other people - I bet you do! It might be a customer, a colleague, a member of your team or even someone in your personal life. Dealing with resistance or objections is one ofrepparttar biggest challenges faced by business people; so let's consider why we get resistance and how we can handle it. I'm going to talk about customer contacts butrepparttar 127070 same rules apply whether it's a colleague or even someone in your personal life.

Well there's good news and bad news - firstrepparttar 127071 good news. When someone says - "You're too expensive" or "We already deal with someone else," or "I don't agree with you"- then they may not be tellingrepparttar 127072 truth. The bad news is - most of them won't buy what you're selling anyway, but don't cut your wrists just yet because - there's more good news. If you can find out exactly what your potential customer means when they say - "No" then you have a much better chance of improving your success rate, getting more sales and more agreement. What we need to realise is that, there is no smart answer to a customer's objection. Sales people are always looking forrepparttar 127073 "things to say" that'll deal with an objection. How can you possibly have an answer ifrepparttar 127074 customer isn't tellingrepparttar 127075 truth isrepparttar 127076 first place? Many sales people believerepparttar 127077 customer when they say - "You're too expensive". They then start offering discounts or walk away fromrepparttar 127078 sale, complaining that their product or service isn't competitive enough. So why do customers say "No"? Well I don't want you to burst into tears butrepparttar 127079 First and most important reason is that - they may not like you! That doesn't mean that they dislike you, it just means that they don't know you and they haven't built any trust or built a relationship with you. So firstly - get them to like you, sell yourself, be trustworthy, be a great listener, smile, be friendly. The Second reason could be that they haven't understood whatrepparttar 127080 heck you're talking about. Maybe you haven't spoken clearly enough or you've used too many technical terms or jargon. This can make you seem like a real "smarty pants" so, that takes us back to our First reason. The answer should be simple enough, use languagerepparttar 127081 other person can understand and keep checking by asking questions. The Third reason may be thatrepparttar 127082 customer wasn't listening. They might have been distracted by something or somebody - your big blue eyes orrepparttar 127083 fact that they're tired, hot and need a comfort break. The trick is to keep checking when you're making you're sale or dealing with someone else - "Did you understand that last bit, Mr Customer or did I make it confusing?" Fourthly, they may not berepparttar 127084 right person. The person you're speaking with may be telling you - "We have another supplier" - however they may not berepparttar 127085 decision maker. To make sure you're speaking torepparttar 127086 right person, be brave and askrepparttar 127087 question - "Is it you who'll makerepparttar 127088 final decision or do I need to speak to someone else?" The Fifth reason could be that they don't like change. Sometimes our potential customers like to stay in their comfort zone and they don't want some salesperson telling them they have to change their way of doing things or their supplier. Even although they could possibly save money or make their life easier; people are generally reluctant to change.

Touchdown - Closing Skills for Successful Selling

Written by Sally Bacchetta


It’s early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead overrepparttar Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold Philadelphia to less than 26 yards. One play. That’s all.

Just one play. In sports bars and living rooms acrossrepparttar 127069 country jaws drop when Eagles quarterback Donovan McNabb completes a 28-yard pass to Freddie Mitchell, andrepparttar 127070 Eagles getrepparttar 127071 first down. They kick a game-tying field goal and forcerepparttar 127072 Packers to dig in for overtime.

Philadelphia receivesrepparttar 127073 ball. After struggling for little gainrepparttar 127074 Eagles punt it away. Green Bay’s task is simple. Keeprepparttar 127075 ball onrepparttar 127076 ground and advance into field goal range. Favre takesrepparttar 127077 snap, drops back, and inexplicably heaves a long pass... into double coverage. Intorepparttar 127078 hands of Eagle Brian Dawkins. Into history. Philadelphia marches into field goal range and kicks an easy three to win. Game over. Lights out. Thank you for playing.

The Packers lost because they didn’t close. They played well, but inrepparttar 127079 end it came down torepparttar 127080 fact that they didn’t close andrepparttar 127081 Eagles did.

More than just preparation

Talent, tools and preparation are vital torepparttar 127082 success of NFL players and sales professionals. But in order to change buying habits, we must also incorporate closing intorepparttar 127083 natural life of our sales presentations.

In simplest terms, a close is an agreement to takerepparttar 127084 next step together. What you close for varies based on your overall objectives and your history with a customer.

Have you ever seen a football team attempt a one hundred-yard touchdown pass? Not likely. Both players and coaches understand that a touchdown isrepparttar 127085 last of a series of plays, each designed to bringrepparttar 127086 team closer torepparttar 127087 goal line, which increases their chances of a successful touchdown attempt, which brings them closer to their ultimate goal of winningrepparttar 127088 game. Every play is important.

It’srepparttar 127089 same principle in sales. If you try to close a sales call without first executing a customer-focused presentation, you’re probably not going to be very successful. However, asrepparttar 127090 Packers found out on that crisp January day, you can execute a lot of good plays well, but if you fail to close, you don’t getrepparttar 127091 win.

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