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Handling Sales Objections

In last week’s Pocketblog, we looked at one way to make a sale.  But often it isn’t the selling that defeats us: it’s the objections.

CIPD HRD Exhibition

Resistance gets us every time and this is the topic of the Management Pocketbooks Learning Arena Session at the CIPD HRD Exhibition on 6 April.

At that session, I will be speaking on:

‘How to Understand Resistance and Handle it Effectively’

I will speak at 10am, and then return to the Management Pocketbooks stand (Number 571) to meet readers and answer questions.  As well as being the editor and principal author of the Management Pocketblog,  I am also the author of the Handling Resistance Pocketbook.

At the stand, you can get all of the Pocketbooks at the special exhibition rate of £1 off, and if you buy five, you can get a sixth one free – that’s six pocketbooks for £34.95.

Resistance to Sales

I will be speaking about resistance to change at HRD, but to follow from last week’s blog, let’s take a look at how my ‘Onion Model of Resistance’ applies to objections to sales.

OnionModelSalesResistanceL4

The Onion Model

The Onion Model sets out the layers of resistance we encounter – whether to our ideas, to change, or to our sales proposals.  As an example, here is a video of me talking about the fourth layer of resistance to a sale; when the potential customer says something like:

‘I don’t like your proposal.’

In this short video, I am talking about this level of resistance, and illustrating it with an example.

[youtube=http://www.youtube.com/watch?v=YmEMdscBpR0]

So here’s the deal

Your job, when you encounter resistance, is to engage with it in a positive way.  Identify what level the resistance is at, then deal with it appropriately.  When you handle resistance effectively, it will often just melt away.

The Handling Resistance Pocketbook

The Handling Resistance Pocketbook, by Mike Clayton

The Handling Resistance Pocketbook covers:

  • How to understand resistance
  • The importance of a sound process
  • Ways to start persuading
  • The power of language and questioning
  • Resistance to change
  • Sales objections
  • Conflict
  • The psychology of resistance

My Handling Resistance blog is at HandlingResistance.com

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