Overcoming Sales Resistance free essay sample

The article about Overcoming Sales Resistance Areas is written by a Million Dollar Consultant. It tackled about the importance of handling the objections of different customers with their different reasons. As a salesperson, it is inevitable to encounter customers like that. Some tend to reason out in a manner that they only want you, as a salesperson, to stop trying because they have really no intentions in purchasing your product. Upon choosing this profession, as a salesperson, it is very important for us to be mentored by a pro especially if we are new to this field.Salespersons who are novice are the ones who tend to experience more of these objections. Different customers would also mean that there would different situations you would be facing. Out of a hundred customers, it would be impossible that none of them would give you a turn down. So it is important for us to assume the possible reasons that customer usually use against us. We will write a custom essay sample on Overcoming Sales Resistance or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page True or not, it may be, it is still important for us to know how to handle this certain objections. As a salesperson, we should try to put ourselves in the shoes of our customers.It is for us to understand why they tend to do these objections. The article also tackled about the basic areas of sales resistances. The basic areas of sales resistances are having no trust, no need, no urgency and no money. As a salesperson, there would come a time in our sales career when the pattern of objections seems to be familiar and it seems like you’d been going in circles. It is because customers have their own yet similar reasons in doing such objections. That is why we need to be notified about these certain objections by another experience of a salesperson who is more experienced.Though having all these knowledge, expertise and training, it would still be impossible to be able to overcome all the objections. Still, we should try to rebut and refute it. It is not saying that we should get into an intense conversation with the customer. We need to bear in mind that though we may not win, at least we throw a punch, as stated in the article. It is to leave an impact for the customer to think about and might consider it in the future. In order to be able in handling these objections, we need to know about the four basic areas of sales resistance.It is in order for us to develop our skill in preventing these common resistances that could prepare us in handling more specific situations raised within them. The first sales resistance area is about the customer having no trust. As a salesperson, this first area is a difficult one to deal with. It is because there is no use in continuing a conversation or a sales dialogue if the customer doesn’t trust you in the first place or you find it hard to gain your customer’s trust. It is very much important for us, salespeople, to establish rapport to gain trust as soon as possible.Second is about having no need of your product/ service. Some customers may find it though useful yet still inappropriate. Third is about no urgency. They might have other priorities to settle than investing in your product/ service. The last and the most common is about having no money. Some companies are possible to not have enough financial capacity. This sales resistance area is the most difficult to rebut and refute. We all know that it is money that allows the sales dialogue take action to a sales transaction between you and the customer. It is very important for a salesperson to be able to prospect in the first place the customers who are qualified of purchasing your product/ service. The article enumerated four basic sales resistances, and the sales resistance area I find the most difficult to overcome is about the customers having no money. It is because this is the area which is the most difficult to rebut. The customer having no money is not a reason or area you could just ignore as a salespeople.You should bear in mind that, it is the financial capability of your customers that activates the transaction. The sales call would be put to waste if in the first place, the customer is not even qualified. It is very important that you have to prospect of the qualified customers. Also sometimes the customer just uses this reason because some salespeople would not try to rebut this sales resistance area. Salespeople tend to give up because they think there is no use in continuing the sales dialogue if there is no way in activating a sales transaction.