1-2 Punch
Overcome Customer Resistance
Your wide range of merchandise offers something for everyone. Even with
great inventory and value on your side,
you may still run into some customer
resistance.
As a salesperson, your job requires a
1-2 punch, of sorts. A combination of flexibility and observation. You need to approach strangers, show that you like
them, and get them to like you almost instantly so they enjoy their shopping experience. Not an easy task. It takes an understanding of human nature, different
moods, and motivations for buying.
If you’re going to break down their resistance and open the sale effectively,
it helps to be f lexible and observant. Be flexible by “dancing according to the music played” by your customer. Be observant, not to qualify your customer, but to
understand your customer’s style and personality. Adjust your presentation accordingly.
6 Step Technique
If you’re going to break down their resistance to close the sale effectively,
follow this 6 Step Technique:
Listen to any concern or objection entirely
Acknowledge concern or objection
Ask permission to continue
Ask “Do you like it?”
Conduct the Smoke-out
Ask about price
“Opposition is a natural part of life.” Stephen Covey
~Just like lifting weights build physical muscle, overcoming objections builds selling skills.~
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