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How to Handle Resistance (Page 2)

Date Posted: 2006-01-16

So why do customers say "No"?

Well I don't want you to burst into tears but the First and
most important reason is that - they may not like you! That
doesn't mean that they dislike you, it just means that they
don't know you and they haven't built any trust or built a
relationship with you. So firstly - get them to like you,
sell yourself, be trustworthy, be a great listener, smile,
be friendly.

The Second reason could be that they haven't understood
what the heck you're talking about. Maybe you haven't spoken
clearly enough or you've used too many technical terms or
jargon. This can make you seem like a real "smarty pants"
so, that takes us back to our First reason. The answer
should be simple enough, use language the other person can
understand and keep checking by asking questions.

The Third reason may be that the customer wasn't listening.
They might have been distracted by something or somebody -
your big blue eyes or the fact that they're tired, hot and
need a comfort break.
The trick is to keep checking when you're making you're sale
or dealing with someone else - "Did you understand that last
bit, Mr Customer or did I make it confusing?"



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