Question: What Is The Best Handle Of Sales Resistance?

What does a salesperson hope to accomplish by providing his or her customers with useful information after the sale?

4.

What does a salesperson hope to accomplish by providing his or her customers with useful information after the sale.

It gives the customer confidence in the decision that they just made.

It tells the customer that their needs and desires are important..

Why do prospects raise objections?

Fortunately, this isn’t as complicated as it sounds, since most sales objections are caused by one of the following: Customer does not believe your solution provides enough value. Customer is reluctant to make a change. Customer has a need that doesn’t align with your solution.

How do you avoid sales objections?

Here are some helpful strategies for overcoming objections.Practice active listening. … Repeat back what you hear. … Validate your prospect’s concerns. … Ask follow-up questions. … Leverage social proof. … Set a specific date and time to follow-up. … Anticipate sales objections.

Are there ever going to be situations where the salesperson can’t overcome sales resistance?

6. Are there ever going to be situations where the salesperson can’t overcome sales resistance? – Yes, there will be situations where the salesperson will not overcome sales resistance. … Some trainers and sales experts think that closing is the most important stage of the sales process.

Under what circumstances does a salesperson want sales resistance?

5. Under what circumstances does a salesperson want sales resistance? – A salesperson wants sales resistance when trying to strengthen the buyer’s reasons/motivation to purchase the salesperson’s products.

Why does a salesperson need to anticipate objections?

Objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect. The best way to handle objections is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation.

What are the most common sales objections?

5 Common Sales Objections and How to Handle ThemObjection 1: “We’re Good. We already have someone and they’re doing a good job.” … OBJECTION 2: “Your price is too high.” Price is never the issue. … OBJECTION 3: “You’re all the same. What makes you different?” … OBJECTION 4: “Just send me info and I’ll get back to you.” … OBJECTION 5: “This isn’t a priority right now.”

How do you overcome objections in sales?

4 Steps to Overcoming Sales ObjectionsListen Fully to the Objection. Your first reaction when you hear an objection may be to jump right in and respond immediately. … Understand the Objection Completely. Many objections hide underlying issues that the buyer can’t or isn’t ready to articulate. … Respond Properly. … Confirm You’ve Satisfied the Objection.

How do you handle sales resistance?

15 STRATEGIES FOR DEALING WITH RESISTANCEDo something! … Change your tactics. … Back up and clarify. … Bypass the objection. … Convince your customer that they are improving their current arrangements. … Rely on your sales instinct. … Pre-empt their objection. … Acknowledge that they can get a product or service cheaper elsewhere.More items…•

Why do many salespeople seem to ignore after sale activities that enhance the relationship?

Why do many salespeople seem to ignore after-sale activities that enhance the relationship? In traditional selling, salespeople too often thought that their job was done when they closed the sale. Once the order was obtained, they moved to the next prospect.

Why is it important for a salesperson to anticipate a buyer’s concerns and objections?

– It is important to anticipate buyer’s concerns because it helps give the buyer more information. – If a buyer asks questions and has objections, it means they are interested in the product and the seller should do everything in their power to answer those questions accurately and honestly.

Why is closing the sale very important to a salesman?

There are many skills which make a good sales person, such as the ability to listen, gaining information through questioning, overcoming objections and negotiating. However, closing properly can mean the difference between winning the business and not. …

What is Laarc technique?

LAARC is a standard sales resistance mitigation tactic. The acronym stands for LISTEN, ACKNOWLEDGE, ASSESS, RESPOND, CONFIRM. Buyers’ objections in the sales process are natural and should be regarded as requests for additional information and triggers for acceptance rather than as negative remarks.

What is meant by closing a sale?

Closing a sale occurs when the seller and buyer agree to the conditions of the sale and the buyer makes a firm commitment to the transaction. Closing the sale should not be seen as a transactional event, but rather as the natural ending of the sales process.

Why is it important for a salesperson to establish expectations with a new customer?

Setting realistic customer expectations helps a business win the customers’ trust, If you can successfully manage these expectations, you can better meet and even exceed them, and as a result you get to have a long relationship with customers, some of whom will become advocates.

Which of the following is a disadvantage of a personal visit for post sale follow ups?

Which of the following is a disadvantage of a personal visit for post-sale follow-ups? It can be time consuming. Traditional salespeople have been known to: pass the blame when customer complaints arise.

What are the 4 types of objections?

Objections can be generally classified into four types:Price/Risk. Price, cost, budget, or ROI concerns all fall into this category. … Quality of Service. … Trust/Relationship. … Stall.

What is buyer resistance?

Thus, the phrases, “Answering the Potential Customers’ Concerns or “Negotiating Buyer Resistance” connotes the right for the customer to: (a) resist if the product does not satisfy their needs and/or (b) to ask questions for clarification if the customer doesn’t fully understand your presentation.