Sales Training – Dealing with Objection vs Resistance

OK, so what exactly is the difference between objection and resistance?  And why is the difference significant?

sales objection versus sales resistanceWell, the answer is actually quite simple.  An objection is what happens when a salesperson does not recognize resistance or does not neutralise it before it crystallizes 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 vocalized 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!

PD Training, 2010

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