about your product or service, then you address it thoughtfully and directly.
However, if theyÆre resisting the process itself, then theyÆve felt sales pressure in some way. Resistance is almost always a negative response to perceived sales pressure.
We therefore need to consider how weÆve introduced that pressure, or how we can reassure them weÆre only focused on helping them solve their problems.
Different responses
When potential clients raise objections about what youÆre selling (pricing, delivery, quality, etc.), these are genuine concerns. TheyÆre rooted in the clientÆs world. Therefore, you must take them seriously rather than overriding or ignoring them.
When someone is resistant to the conversation itself, then youÆre dealing with a reaction to sales pressure. This needs addressing, but in a different way. This is what I would call real "resistance," because clients are resisting the whole cold calling process.
They think that youÆre trying to æsellÆ them.
A tricky distinction
What gets tricky is when people raise objections that sound like genuine concerns. But what theyÆre actually doing is resisting perceived sales pressure.
On the surface, comments like these sound as if theyÆre about your product or service,
donÆt they?
ò Send me more information.
ò Sounds good. Let me think about it.
ò Your price is too high.
ò Great. Let me talk it over with my co-workers.
They may actually be code words for "IÆm feeling pressured by how youÆre selling."
Your potential client probably isnÆt going to tell you the truth. After all, when was the last time someone said, "You know, I feel as if youÆre really focused on getting the sale here and thatÆs making me feel pressured. ItÆs creating a slight tension in my stomach.
Therefore, at this point, I donÆt trust you."
Fortunately, you can figure out whether potential clients are raising genuine concerns or covering up their discomfort. Just do these two simple things:
1. Assume pressure is always present, even when youÆre doing everything you can to create a pressure-free environment. People expect sales pressure, and we canÆt always immediately diffuse that expectation 100%.
2. Trust your intuition and instincts. Over time, youÆll learn to be able to tell whether potential clients are telling you the truth. YouÆll start picking up signals that theyÆre feeling pressured, such
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
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atErnst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
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Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
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Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
Ernst Düllberg Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession.
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