Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds?

Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. And yet by using some simple steps we can reduce this resistance to increase our sales performance.

Here's an analogy: many people exercise using resistance training. It's good for you. Encountering resistance during the sales process can also be good for you. It lets you work your sales muscles, enabling you to become a stronger sales person. Too much resistance may not help you achieve your goals, though. Plan for resistance in advance and you can help eliminate or reduce it.

Create a planned presentation that takes into account, step by step, all concerns and objectives your prospects may have. Look at every point in the sales process. Examine them and look for ways to make it easy for a prospect to say "yes" to you. Here, then, are 12 steps to decrease resistance and increase sales:

1. Sound confident. Your voice gives you away. Your voice is an emotional barometer. If you're not comfortable, your prospects will hear it in your voice. There's a hesitancy, a slight stutter or stumble when we're not confident. Your confidence will give your prospects confidence to do business with you.

2. Rehearse names beforehand. Nothing says I don't know you faster than a fumbled name.

3. Do your homework. The number one complaint buyers have about sales people is that they don't know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.

4. Phase your words positively. There's a big difference between saying "If you order an additional 25 I can drop the price to ___" and "You don't need another 25, do you?" Drop the words "no" and "not" from your vocabulary. There's no need to suggest a negative.

5. Listen. People will tell you everything and more if you let them. Listen actively and objectively. Focus on what is being said as well as what is not being said. If you're on the phone, don't multi-task. Multi-tasking is the enemy of good listening.

6. Ask questions to discern needs. Use open ended questions to generate information. Open ended questions start with words like who, what, where, when, which, why, and how. Use closed ended questions when you need to get "yes" or "no". Closed ended questions start with word such as: is, are, can, may, have, and do.

7. Listen some more. See #5

8. Propose solutions based on buyer needs. If you've listened, this should be easy. If it's not easy, there may not be a good fit between your product and your prospect. If you're looking for a long term relationship, sell only to needs. You'll make more sales in the long run.

9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the conversation.

10. Ask for agreement. How often have you spoken with a salesperson who doesn't come to the point and ask for the order? Make sure that's not you. Don't forget to ask for agreement in order to close the sale. When you ask for agreement, the "yes" from the buyer closes your sale. A "no" says you've more work to do.

11. Follow up. You'll close as many sales on the 8th try as on the 1st. It's been said that the fortune is in the follow up.

12. A positive attitude. If you think you can, you will. It's a simple tool but it works.

If you think in terms of decreasing resistance, if you build it right into your presentation, you'll find it easier to get "yes's".

Jo Ann Kirby is president of KRG Communications Group. Her experience includes many years in inside sales/management and an extensive background in training and development. Known throughout her career as a coach and motivator of sales people, Jo Ann has worked with a wide variety of sales positions in different industries. Find out more at http://www.krgcommunications.com

---

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

Sales As A Positive Experience

No matter what your age or stage in life, some... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't... Read More

Maximize Sales and Minimize Returns with Learning Styles

In the day-to-day operation of an online business we can... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Sales Language: Whats Wrong with But?

Language is one of the most important tools you have... Read More

The 12 Dumbest Things Salespeople Do

We all make mistakes and some salespeople seem to make... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map.... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

Six Simple Steps to Increase Sales and Decrease Stress

Have you ever found a lead on a scrap of... Read More

Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now

If you have problem attracting new customers, the sales marketing... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More