Marketing: Overcoming Sales Resistance

Topics: Sales, Customer service, Consultative selling Pages: 2 (796 words) Published: June 29, 2011
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. 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...
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