Sales Resistance and the Recession - 7 Steps to Turn Prospects Around

Posted by Dave Kurlan on Thu, Jul 17, 2008 @ 08:07 AM

You learned the three R's when you were in grade school but selling in today's economy is about two R's - resistance and recession - and they are related.  While resistance is always lurking in the background, the recession brings it to the forefront and your salespeople must be able to sell - despite it - and therein lies the problem.

Most salespeople, upon hearing "not interested" or "we're all set" or "we're not spending any money" or "we'd like to do this instead" usually utter some form of "OK" and end the call. 

A much smaller percentage of salespeople try to turn it around but in doing so sound like high pressure salespeople.  Any presentation in the face of resistance, regardless of how short, is perceived by the prospect as pressure.  There are a very small percentage of salespeople who will turn it around by asking permission to challenge or push back - I actually use these words: "Is it OK if I push back on something you just said?"

As long as your salespeople let their prospects talk - taking notes about the cracks in their argument and the discrepancies in their logic - it doesn't really matter when your salespeople make the attempt to turn their prospects around.  And once they make the effort, it shouldn't take more than a few minutes.  It might sound something like this: "I heard you say that you're most interested in providing moon travel and that's important.  But I also heard you say that you're struggling with your existing tours of the earth and your fleet is unreliable, in disrepair, and customers are getting upset.  Why wouldn't you want to solve the existing problem first?"

There are seven steps for turning prospects around in the face of resistance. 

  1. Listen
  2. Take Notes
  3. Ask Permission to Challenge
  4. State Their Goal
  5. Note Discrepancy 1
  6. Note Discrepancy 2
  7. Ask the challenging Question

And there is one rule for turning prospects around in the face of resistance.

  1. Do not present facts or logic 

(c) Copyright 2008 Dave Kurlan 

Topics: coaching

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader