Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.

2. » Selling can be likened to obstacle racing
» The winner has four elements he requires to
succeed:
˃ Determination
˃ Training
˃ Skill and
˃ Good fortune
» In all of this, a good combination of these
factors will guarantee a win in the final analysis

3. » Prospecting
» Getting Appointments
» Qualifying the Prospect
» Problem Identification & Clarification
» Presenting – Meeting their need through features,
advantages and benefits
» Answering Objections
» Closing the sale
» Follow-through & Delivery
» Resales & Referrals

4. » Simply put sales refer to trade or transaction
» Successful sale is what brings about the revenue that
keeps business going
» Without sales there is no business because before long
your capital will dry up.
» Sale is the funnel that ensures that business continues
» The more sale you make, the more likely the business will
succeed
» Sales involves getting buyers to part with their money
» Involves bringing the goods or products to the footstep
of the buyer
» It is the actual selling process.

5. » Also called opposition or resistance
» It refers to the reluctance or unwillingness to
accept sale solicitation from a sales effort
» Customers whether they be patrons or payers
need information which will help them to make
decisions
» In reality, sales reluctance is a demand for more
information

6. » We have noted that customers are fond of resisting
sale. The question is: why???
» There are various reasons why customers may resist
but they may be classified as internal and external
» The sales person is the first contact most customers
have with the product. If their impression of you is
unfavourable, it will affect how they accept the
product the person is presenting
» When they accept the product and find it defective
they may refuse to buy and that may affect their
eventual behaviour to the product for ever

7. » Budget,
» Authority,
» Need,
» Timeliness, and
» Value

8. » "Your services cost too much. I can get the 'same'
service from someone cheaper.“
» This is a kind of Price resistance
» Very often sales people when faced with this
objection immediately offer discount
» This is a very faulty reaction
» It raises a number of questions:
˃ What are the questions?
“We just don’t have the budget.”

9. “I need to consult with Lagbaja”
» This is one of the most difficult objections to
handle
» This manifests as a harsh termination of the
effort e.g. “my manager says No”

10. “I’m happy with my current setup.”
» This classed as Complacency
» But it is also an actual fear of change
» Most customers are afraid to consider new
products or approaches
» Escapism is a way to avoid thinking or taking a
wrong decision
˃ How do you feel when the decision you took turns out to be wrong?

11. “We’re too busy right now.”
» When customers want to put you off using
holidays or
» End of year budget
» Who say s your prospect will not be busy in 6
months time, when you return?
» Sometimes the decision maker may be around
and they tell you he has travelled or “not on seat”

12. “I need to think about it.”
» This happens as when the customer doesn't see
the value in the product,
» He shows this by this lack of trust or certainty in
what you’re offering by pretending to need time
to think about your proposition or product

13. » The first step to handling objections is
understand it.
» Let’s explicate on each of the major objections:
˃ Budget
˃ Authority
˃ Need
˃ Time
˃ Value

14. » I have already spent my budget for the month.
» Your competitors sell a better product for less
money.
» I could get it cheaper on the web.
» I didn't realize that service was not included

15. » I do not know you from Adam. I prefer to buy
from people I know.
» I saw a report about how badly your company
treated its workers.
» How will I know if you are around to service this
in five years?

16. » I have one of those already.
» My car works just fine thank you.
» I have no space for any more.
» Sorry, I just don't want it.
» “I have one of those and it works OK,”
» “I’m happy with my current supplier,”
» “Why should I buy one when I’ve never needed
one before?”

17. » I don't know. I need to think about it.
» I won't have the money until next month.
» I am moving next year, maybe then.
» I need to talk to my manager first.

18. » I don't like that style. It looks rather modern for
me.
» It does not have the latest gadgets.
» The guarantee is only six months.
» It is far too big.
» It is not good enough quality.

19. » Listen to the objections
» Repeat or rephrase
objection to client to
clarify the objection
» Explore the reasoning
» Answer the objection
» Check back with the
prospect
» Redirect the
conversation
» Trying to reach an
agreement based on
mutual interest
» Use a win-win
approach
» Negotiation takes
place throughout
each step or stage of
the selling process

20. » No body wants what he does not understand
» No one wants to appear ignorant or stupid
» The standard response to cover up lack of
knowledge is NO NEED.