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Managing sales resistance

In all selling situations, sales people have to deal with sales resistance from potential customers. It is expected from sales people to be able to handle sales resistance effectively to achieve high sales results. In this solution you will learn a few basic things about handling sales resistance.

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Handling Sales Resistance

During the selling process, salespeople often have to deal with sales resistance posed by prospects. Such resistance on the part of perspective customers crops up in the form of complaints and objections about the product or the company. Sales opportunities are usually lost if sales resistance is not handled tactfully. Many salespeople can handle such situations through their experience, however, it is desirable that salespeople spend some time in preparing themselves to overcome sales resistance by understanding its nature and learn some tips to deal with it. In this solution you will be exposed to some basic tips to handle and manage sales resistance.

Your Attitude

These tips are general rules which should always be followed while handling objections. These tips relate more to the salesperson's attitude while dealing with objections.

- Find out the real objection
- Do not take the objection at its face value. ...

Solution Summary

During the selling process, salespeople often have to deal with sales resistance posed by prospects. Such resistance on the part of perspective customers crops up in the form of complaints and objections about the product or the company. Sales opportunities are usually lost if sales resistance is not handled tactfully. Many salespeople can handle such situations through their experience, however, it is desirable that salespeople spend some time in preparing themselves to overcome sales resistance by understanding its nature and learn some tips to deal with it.

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