US Begins Air Strikes Against Isis Targets in Iraq, Pentagon Says
Handling Resistance: The Sale Begins When the Customer Says No
description
Transcript of Handling Resistance: The Sale Begins When the Customer Says No
![Page 1: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/1.jpg)
The Sale Begins When the Customer Says No
![Page 2: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/2.jpg)
![Page 3: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/3.jpg)
Sales is a Process
Step One
Step Two
Step Three
Step FourStep Six
![Page 4: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/4.jpg)
Meet &Greet
![Page 5: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/5.jpg)
Qualify &Discover
![Page 6: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/6.jpg)
Build Value
![Page 7: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/7.jpg)
Overcome Objections
![Page 8: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/8.jpg)
Close
![Page 9: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/9.jpg)
Follow-Up
![Page 10: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/10.jpg)
Buying is a Process
Step One
Step Two
Step Three
Step FourStep Six
![Page 11: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/11.jpg)
Look
![Page 12: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/12.jpg)
Compare
![Page 13: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/13.jpg)
Contrast
![Page 14: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/14.jpg)
Question
![Page 15: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/15.jpg)
Eliminate
![Page 16: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/16.jpg)
Negotiate
![Page 17: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/17.jpg)
Eliminate
![Page 18: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/18.jpg)
Resist
![Page 19: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/19.jpg)
Question:
Do people resist what they do not want?
![Page 20: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/20.jpg)
Question:
Why do people resist what they want?
![Page 21: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/21.jpg)
Answer:
People are looking and listening for …
![Page 22: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/22.jpg)
Justification&
Rationization
![Page 23: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/23.jpg)
People will only move forward when you provide
a solution to what they need, want or is
important to them
![Page 24: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/24.jpg)
You are aSolution Provider
![Page 25: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/25.jpg)
Sale Begins When the Customer Says No
![Page 26: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/26.jpg)
![Page 27: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/27.jpg)
Mere comment
![Page 28: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/28.jpg)
Request
![Page 29: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/29.jpg)
Buying signal
![Page 30: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/30.jpg)
Real problem
![Page 31: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/31.jpg)
![Page 32: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/32.jpg)
Right Time
![Page 33: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/33.jpg)
Ignore
![Page 34: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/34.jpg)
Answer
![Page 35: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/35.jpg)
Delay
![Page 36: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/36.jpg)
![Page 37: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/37.jpg)
Mindset
![Page 38: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/38.jpg)
Agreement
![Page 39: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/39.jpg)
Customer’s point of view
![Page 40: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/40.jpg)
When you see John SmithThrough John Smith’s eyesYou will sell John SmithWhat John Smith buys
![Page 41: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/41.jpg)
Handling Resistance Process
![Page 42: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/42.jpg)
Step One
Agree
![Page 43: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/43.jpg)
Truth
![Page 44: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/44.jpg)
Odds
![Page 45: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/45.jpg)
Principle
![Page 46: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/46.jpg)
Step Two
Pause
![Page 47: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/47.jpg)
![Page 48: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/48.jpg)
Be patient
![Page 49: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/49.jpg)
Step Three
Question
![Page 50: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/50.jpg)
Clarify & Classify
![Page 51: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/51.jpg)
Restate resistance as a question
Clarify
![Page 52: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/52.jpg)
• Stall• Doubt• Request for
reassurance• Request for pressure• Request for more
information• Hidden resistance• Hard resistance
Classify
![Page 53: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/53.jpg)
Repeat to
verify
Step Four
![Page 54: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/54.jpg)
Step Five
Reframe
![Page 55: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/55.jpg)
ReframePoint of
View
Point of view
![Page 56: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/56.jpg)
Dilute or Minimize
![Page 57: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/57.jpg)
Convert to a Positive
![Page 58: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/58.jpg)
Third Party
![Page 59: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/59.jpg)
Offer Documentation
![Page 60: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/60.jpg)
Pro and Con
![Page 61: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/61.jpg)
Step Six
Agreement
![Page 62: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/62.jpg)
• How does it sound?• How does it look?• How does it feel?
![Page 63: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/63.jpg)
1. Don’t commit to integrating a new idea into your daily sales process until you fully understand why it’s important to implement.
2. Practice the idea for at least 21 days straight.
3. Give full attention to each idea you are practicing. Don’t just practice to practice. Have a specific intent.
4. Evaluate only the sales skill you are practicing at the time. Stay focused!
5. Make learning enjoyable.
Practice Makes Perfect
![Page 64: Handling Resistance: The Sale Begins When the Customer Says No](https://reader034.fdocuments.net/reader034/viewer/2022052505/555ed8e0d8b42a772f8b4e58/html5/thumbnails/64.jpg)