What are some effective ways to negotiate with a prospect who is resistant to change?

The first step is understanding who the customer is and what their needs are. Everyone fears the risks, cost and commotion of change but until you develop trust those fears cannot be overcome. Develop the relationship then proceed to the next steps. Learn more about the potential customer their personal likes and dislikes. It isn’t all business learn about their family and outside interests then you have that trust factor that your not just a sales person.

If you entered into deep mathematical and business analysis and continued to keep the relationship at a good level with the customer, check his/her interest. If there is still no positive interest of the customer, do not lose your time for further. Critical one here is to determine the right time to stop the negotiation period.

If the prospect has agreed to meet there must be some level of interest. In this case establish if the resistance is the prospect you are engaged with, the team they are engaged with, or a wider business resistance. Once you have this insight you can navigate logically through the challenges. Offer to connect them with a another customer where the resistance was similar and let them cover how they resolved their risks/concerns/fears. Be honest. Don't try to empathise if it is not real empathy. Integrity will get you much further and honesty will ensure a longer relationship if you succeed in working with them. Is the resistance fear uncertainty and doubt brought about by others? Seek agreement to advance forward to cover each point.

In my 40yrs in business and especially in a technology business, I deal with change consistently. I suggest that it’s possible if you have ticked the ‘ground rules of engagement’ box early on. For instance, does the client perceive you as a sales person or consultant? Do you KNOW the implications should they NOT ENGAGE with you? Do you have a relationship built on trust? or if a new opportunity, does your reputation exude expertise and someone who puts their needs 1st? Free of insecurity and ego? Once one feels that a warm ‘pre-qualification’, sub-conscious rapport has been internalised by the client, only then can a relaxed, consultative conversation begin which is a win-win for all. Thereafter change is enevitable.

Nothing happens without pain. If the pain of staying is less than the pain of change, no movement occurs. Identify theb pain and provide the antidote.

To tackle a resistant client effectively, it's essential to employ patience and a well-thought-out approaches / strategies: Active Listening: Listen carefully to the client's concerns and objections. Empathy: Show empathy by acknowledging their fears and concerns. Demonstrate that you want to help. Education: Provide clear and comprehensive information about your product or service. Address their questions and concerns. Testimonials and Case Studies: Share success stories and testimonials from other clients who have benefited from your solution. This can build trust and reduce resistance. Trial Period: Offer a limited trial or pilot program to allow the client to experience the benefits with lower risk.

Keep it simple and short. Don’t dive in to topics they aren’t concerned about. Be confident, yet caring. Remember, this is there livelihood and you are providing a unique solution to their situation.

Educate so client by this you are taking away fear from such individual Empathy: many of these clients have gotten their hands burned in the past either by buying into a new product or investing in a scheme. Show them you care for them

Objections are opportunities. If they are involved enough to throw out questions, you haven’t answered all their questions. They are still engaged with you and are giving you the opportunity to show them what they are needing.

Only someone that is enough prepared can handle subjections effectively, and this is gold. Giving "fleek" answers to a prospect or postponing it to the nest day is definitely losing momentum. You have their attention and interest, make it count! Get to know your product, discuss it with your pears, attend other's demos as much as possible, rehearsal diligently, and be fully prepare.!

I disagree. This is numero uno! In my opinion, you can’t get past the gate keeper without first showing genuine interest and developing report.

Trust is key. This will take time, especially if they have been using the other product or service for many years. Using someone’s name, and just building rapport with them is incredibly powerful. My most important piece of advise is this is a long game, your efforts will not pay off immediately - but if you are consistent and continue to build that trust and rapport genuinely, it will pay off.

BE careful with this one. There are four basic types of personalities. 1. Analyzing. This person needs time to marinate in the information. With this buyer, I often drop off materials and make an appointment to come back to discuss the opportunity. 2. Controlling. Trial Close will frustrate this client. Assumption will tick them off. Asking a lot of questions will irritate them. Ask your closing question and then be quiet. Let the silence make the sale. 3. Assertive. You have to truly take an interest in this one. Listen. Listen. Listen. Be a little coy and guide them to sale themselves. 4. Receptive. This is where you use a Trial close, or you maybe there all week. Try to keep the conversation focused.

This step is crucial in the sales process as it helps you determine if your prospect is ready to make a purchase and if there are any objections or concerns that need to be addressed. By using trial closes, you can gather valuable feedback and insights from your prospect, allowing you to tailor your approach and address any potential objections. For example, you can ask questions like, "Based on what we've discussed so far, how do you feel about our product/service?" or "What are your thoughts on the benefits we've discussed?" These questions not only gauge their level of interest but also give them an opportunity to voice any concerns or objections they may have.

When negotiating with a client who is resistant to change, it is important to understand what they like about what they're currently using. Then, discover what they would like the current solution to different. Once you understand both, you can apply the MATA principle (Most Acceptable Then Advanced). Start by discussing what your product does that is like what your client currently using. Then, talk about how your product addresses what they would like their current solution to do differently. Using this approach minimizes resistance to change because the client can appreciate how your product can advance their success while allowing them to continue using most of their current approach. The perception of less change is less intimidating.

Asking for the sale is the step that most people miss out on. They have done a wonderful presentation built rapport and then let the person go. You have momentum, the client is excited close the deal. Ask for it!! You have worked hard enough for it.

For any sales professional, asking for the sale is the most vital and significant step in the process. After completing your presentation, proposal, or negotiation, you ask for the closure (I'm not sure why so many salespeople hesitate to ask for their sale). Prospect answers "yes"; politely thank them and indicate what comes next. Prospect says"no"; gently ask them if there is anything specific that is stopping them from completing a sale. Then, listen to what they have to say, see if you can clarify, get their input, and ask for the sale. If not, thank them for their time. Prospect says "maybe": Enquire as to if there is a budgetary constraint or if there is another reason. Pay close attention and respond as skilfully as you can.

The most important issue is the people buy from people. My approach it different, 1. Get to know the person who is the decision maker, build a relationship on a common issue related to their business. 2. Offer advice on how to improve the process. 3. build a rapport and trust. 4. Often that relationship will result in the customer making the first move asking about the product you are selling. This is a longer process and I am sure other sales people could shorten the cycle, but the loyalty that builds in unbreakable.

Everyone wants to buy from relatives and friends that they trust. Therefore, the first thing we should do is become close to our customers. Provide them with real value as well as trust. From there, we can easily overcome initial barriers and rejection from them.

Firstly you have to establish clearly what you or those that you represent are trying to achieve. You need to identify how hard are you willing to push to achieve it. If it is clear cut and it is simply yes or no you must be willing to accept a no answer and what that will entail. If you have space to manoeuvre then you need to use judgement on when to use it and how much. You can close the deal at 10% but do you have the skill to do it at 5%?

1. Understand Their Concerns:Actively listen to their concerns . Empathize with them. 2. Highlight Benefits Clearly:Articulate the benefits of your product/service. 3. Provide Customized Solutions:Tailor your solution to their needs. Address their pain points directly. 4. Offer Support and Training:Assure them of comprehensive support and training during the transition phase. 5. Address Risks:Acknowledge their concerns about potential risks and provide solid strategies to mitigate them. 6. Build Trust:Establish trust by sharing success stories of other clients who initially had reservations but benefited significantly after adoption 7. Involve Stakeholders:Engage key stakeholders within their organization. 8. Be Patient and Persistent