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 of the 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 but the same rules apply
whether it’s a colleague or even someone in your personal
life.
Well there’s good news and bad news - first the 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 telling the 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 for
the "things to say" that’ll deal with an objection. How can
you possibly have an answer if the customer isn’t telling
the truth is the first place?
Many sales people believe the customer when they say -
"You’re too expensive". They then start offering discounts
or walk away from the sale, complaining that their product
or service isn’t competitive enough.
