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Categories Of Buyer ResistenceLeslie’s Guest Sales Expert Spot It is not enough to know whether people are for or against you and your ideas and proposals. The people you want to influence can be divided into nine categories Those who: • Covertly disagree • Openly disagree • Comply – reluctantly • Remain undecided • Have insufficient information    • Are not able to see a need • Need to think it over • Consider it the wrong [...]

Fri, 27 Feb 2009 19:12:04 +0000 Cold Calling Net News

Why Buyers Resist & ObjectLeslie’s Guest Sales Expert Spot   To handle resistance to your ideas and influence, you will first need to pinpoint exactly why there is an objection. Typically, people object or resist because they: • Don’t fully understand your proposal • Misunderstand it • Don’t feel a need to go ahead • Don’t recognise the benefits and advantages • Don’t believe your claims • Are happy to remain as they [...]

Wed, 25 Feb 2009 11:38:21 +0000 Cold Calling Net News

How to Overturn the “We have that settled” ObjectionQUESTION One of the things I’ve encountered in dealing with the executive, the gatekeeper, is that they will tell you, “We’re all set in that area.” How do you get past that if you’re talking about document management and selling copiers? ANSWER  You need to redirect the conversation. Here are some words for you to use, “Fine, but I’m not calling about [...]

Fri, 19 Dec 2008 19:25:26 +0000 Cold Calling Net News