Handling the negative or resistant prospect

Most sales cycles involve resistant from the prospect as part of the process.

The common mistake is TO OVERREACT.
We do this because these negative reactions are part of a serious attempt by the prospect to insure she/he isn‟t about to make decision".

Profile of the over-reaction:

In your mind your self-talk starts - "oh, oh - looks like this one is going south.” ~ Shucks, I thought I had it!" ~ "Oh now, he hates it!"

This triggers a physiological reaction - Fallen face, slumped posture, tightness in voice, desperation in tone and a defensive reaction. Your fight or flight mechanism kicks in.

You start talking too much, defending your position against the perceived threat. You telegraph lack of confidence. You show more concern for defending your point of view than for understanding their point of view.

It may be the beginning of the end.

What to do instead:

Remember, a prospect‟s number one fear about "sales people" is that "they won‟t understand me and my world." Other sale people caused this valid concern - and objections are the prospect‟s only defensive mechanism. Patients are nervous before surgery, too...

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