SKILL


How to Counter Prospect Resistance…with Care


SELLING POWER EDITORS


Monday at 9:00 a.m.: I am going to call on Mr. Zenith, the president of a $10 million contracting company on Main Street. I will stride confidently into his office and present with such pizzazz that he will buy a group health and disability insurance policy from me for his 2,000 employees. He will also sign up for a $2 million universal life policy for himself and his wife. I will make $10,000 on the Zenith account this year and other record amounts in years to come.


6 | NOVEMBER 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Wouldn’t it be great if every prospect you called on jumped at the opportu- nity to buy from you and could easily be upsold? Of course, it would. And many salespeople actually do expect instant miracles – and are dismayed when a prospect voices an objection. Beware of objections you aren’t likely to overcome. Sometimes, even after using every known skill of overcoming objections, you still can’t close the sale. Perhaps this person is not the decision maker. Maybe the prospect doesn’t relate to you per- sonally. Or maybe there are no funds available for a purchase at this time. Sometimes these reasons can be valid; sometimes, they are smoke screens. In either case, don’t give up immediately. If you discover these are true reasons for not buy- ing, you won’t close a sale today. But don’t be discouraged and don’t waste time. Pack up and move on. You can always keep in touch with


KITTISAK JIRASITTICHAI / SHUTTERSTOCK.COM


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