Overcoming Resistance and Objections

We’ve probably heard it a hundred times, but it is still worth repeating. We are in sales, no? matter what your occupation is or for that matter even in everyone’s personal lives. Let’s take a page though from the ‘salesperson (or fundraiser) occupational handbook’:?

• Acknowledgement or Acceptance: Acknowledge the prospect’s concerns by restating them in your own words.
• Validate: Note that they certainly have the right to their feelings and beliefs so try to see it from their perspective….and, of course, don’t take it personally.
• Clarify: Try to fully understand their objections, resistance, or hesitancies and determine if you can overcome them. Maybe there some was miscommunication or perhaps not all the facts were presented and received.
• Commit: What does the prospect want or need? What can you do to make it happen (within prescribed guidelines) to overcome their resistance or objections?
• Mutual Agreement: Ensure that you and the customer/client agree about the next steps.

So, the sale is done, right? Not really…view each sale as a continuous process not as an end point. What should you (or a member of your team) do next? Communication is paramount. What type of reporting or check-in is needed to satisfy the customer/client? What can you do to exceed that expectation? It will go a long way, especially when that time comes up again to re-sell or upsell the customer/client.

The reporting or communication method includes restating your company’s strengths, features, and benefits. Recognize there might be a few extra services that may not have been presented before. Demonstrate how your organization has helped others expand, but of course, respect the confidentiality and proprietary information. Use engaging visuals and compelling stories. It’s ok to showcase your company, not in an arrogant way but just how much your organization has assisted others. What is paramount in your communication is that you and your organization are in the business of helping or assisting others with their wants and needs. That includes demonstrating concepts or services that the customer/client may have not thought of before. Be an extension of their success!

Feel free to post a response here or send me a message at?[email protected]?and let me know your thoughts about this and other topics.?