OK, so what exactly is the difference between objection and resistance? And why is the difference significant?
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Well, the answer is actually quite simple. An objection is what happens when a salesperson does not recognise resistance or does not neutralise it before it crystallises into a spoken objection.
Resistance (AKA developing negative intention) can be identified by subtle signs: body language, tone of voice, choice of words and several other factors indicating that the dialogue is not (at least at that point) on the right track towards a successful conclusion.
The good news is that once you recognize the signs of resistance!
If you are well prepared for the sales meeting, you WILL be able to bring the discussion back under control AND get it heading towards a good outcome, without having to overcome or circumvent any objections.
This is done by asking the right questions at the right times. This is a skill which can be learned at pdTraining
By the time there is a vocalised objection, the sale will already be a struggle – Learn how to AVOID, not just respond to objections!
Overcome resistance, do not try to fence with objections!
Pdtraining delivers 1000’s of professional development courses each year in Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Sales Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.