Marketing91

  • HOME
  • Marketing Concepts
    • Marketing
      • Retail Tutorials
      • Market Research
      • Customer Management
    • Strategy
    • Management
    • Advertising
    • Branding
    • Business
    • Finance
    • Sales
    • Career Guidance
  • Digital Concepts
    • Blogging
    • Search Engine Optimization
    • Social Media Marketing
    • Facebook Marketing
    • Internet Marketing
    • Ecommerce
  • Brands
    • Marketing Mix of Brands
    • SWOT analysis of Brands
    • Brands Strategy Analysis
    • Business Models
    • Brand Competitors
    • TOP 10
  • Courses
Home » Sales » Sales Resistance

Sales Resistance

February 14, 2018 By Hitesh Bhasin Tagged With: Sales

Prospects show sales resistance by pointing out real or imagined obstacles, and by voicing objections, sincere or insincere. In analyzing sales resistance, the salesperson need skill in accurate and rapid appraisal of people and their motivations. A prospect’s expressed sales resistance is either an obstacle or an objection. An obstacle is real or unreal; an objection is sincere or insincere.

Obstacles to Sales

Obstacle are real or apparent reasons that the prospect has for not buying. If the obstacle is real, it precludes the consummation of the sale. But if it is apparent, there are ways to circumvent it. If the prospect says a temporary shortage of cash is preventing him from buying, then it is an obstacle, not an objection and the salesperson helps the prospect to circumvent it by explaining a method for financing the purchase. Some obstacles can be circumvented, others cannot.

When an obstacle arises, the salesperson determines whether or not there is a way to get around it. If the salesperson recognizes the specific obstacle and knows a way to circumvent it, the next move is to present the solution to the prospect. Thus an obstacle is not necessarily a cause of Sales resistance, but instead it is a part which needs to be overcome.

Sales Objection

Objections are a real form of sales resistance but are never a good reason for failing to complete the sale, though they nearly always divert the salesperson’s presentation from its main course. At best, an objection requires a satisfactory answer; at worst, it blocks the sale. The way of handling objections is what defines an effective and ineffective salesperson. Sincere objections trace to incompleteness, inaccuracy, or vagueness in the sales presentation.

Prospects may not recognize the nature of their needs, or they may have doubt about the appropriateness of the product to fulfill those needs. Prospects may be confused in some respect, or may react unfavorably to the salesperson’s personality. Except when personality conflict cannot be resolved (a real obstacle, not an objection), sincere objections are overcome by patient and thorough explanations.

Prospects raise insincere objections to discourage salespersons, to get rid of them, to test their competence, and as false excuses for not buying. When the prospect is insincere, thats a major show of sales resistance because he is leading you on unnecessarily. When sales persons sense that an objection is insincere, they seek to regain the offensive as soon as possible. They do not permit an insincere objection to provoke an argument one of the surest ways to lose a sale.

Some sales executives say that every objection , no matter how insincere, should be treated with the utmost courtesy. Others say that insincere objections should be ignored. The best defensive strategy often is the strong counterattack, and the salesperson should seek to regain the initiative as soon as he or she can gracefully do so.

Thus even if you face Sales resistance in the course of your work, there are several smart ways which will help you overcome it. Have you come across any such resistance and what were the methods you adopted to overcome sales resistance?

Share this post:

Share on Facebook Share on Twitter Share on LinkedIn Share on Email Share on WhatsApp
Digiaide Marketing and Digital Marketing Courses

Related posts:

  1. What is Sales Call? Definition, meaning, Types and Planning
  2. 10 Common Sales Objections and How to Handle them
  3. The 10 Steps of the Sales Process Explained
  4. Door To Door Sales
  5. What is Sales Cycle? 7 Stages Of Sales Cycle
  6. How to close a sale? Tips for sales closing
  7. 10 Types Of Sales Strategies to Increase Sales
  8. How to make a Sales Pitch?
  9. Sales closing: Techniques, Importance, and Terms
  10. How to get prospects for sales?

What Do You Want To Learn About? (Start Here)

  1. Marketing Hub
  2. Management Hub
  3. Marketing Strategy
  4. Advertising Hub
  5. Branding Hub
  6. Market Research
  7. Small Business Marketing
  8. Sales and Selling
  9. Marketing Careers
  10. Customer Management
  11. Top 10 Lists
  1. Internet Marketing
  2. Blogging
  3. Search Engine optimization
  4. E-commerce
  5. Facebook Marketing
  6. Social Media Marketing
  7. Business Model of Brands
  8. Marketing Mix of Brands
  9. Brand Competitors
  10. Strategy of Brands
  11. SWOT of Brands
GET DAILY MARKETING UPDATES

About Hitesh Bhasin

I love writing about the latest in marketing & advertising. I am a serial entrepreneur & I created Marketing91 because I wanted my readers to stay ahead in this hectic business world.

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Advertisement
Recent Posts
  • Collaboration – Definition, Importance, Types and skills
  • College vs University – Differences, Types, Pros and Cons
  • Common Stock – Definition, Classification and Examples
  • Common Market – Definition, History and Examples
  • Commodity Futures – Definition, Example and Risks
Advertisement

Marketing91

MORE INFO

  • About Marketing91
  • Privacy Policy
  • Cookie Policy
  • Disclaimer
  • Terms of Use
  • Advertise
  • Contact us
  • Sitemap
  • ISO 9001:2015 Certified

LEARNING SERIES

  • What is Communications
  • Types of Communication

WE WRITE ON

  • Marketing
  • Small Business
  • Management
  • Internet Marketing
[email protected]

Copyright © 2022 Marketing91 All Rights Reserved