“I can never do a sales job!”
We’ve all heard this phrase countless times—especially if you’re a salesperson or a product representative. Many people associate sales with a humiliating experience. They picture a desperate guy in a faded suit, carrying a heavy bag, with slouched shoulders and shoes worn down from constant walking issuing fliers that will end up in the trash can.
The fear of rejection is deeply ingrained in the human psyche. Dreading sales resistance is just another expression of this fear. From the outset, the prospect holds the higher ground. However, your approach determines the flow of the power dynamic, the quality of the conversation, and how long it lasts.
To make a lasting impression and lower chances of sales resistance, follow these proven steps:
1. Embody Assertiveness
Your prospect picks a lot from your body language. Approach your prospect with confidence, warmth, and a bold yet friendly demeanor. This doesn’t mean you come off arrogant or cocky—just maintain a pleasant personality. Smile, stand tall, and stay composed. Be presentable and if you can avoid wearing branded clothes the better.
Don’t rush into your pitch immediately. I know its a tricky dance juggling small talk and heading straight to the point. Instead, start with a simple greeting and ask how they’re doing. If they offer details, engage naturally in the conversation. Follow their cues to determine when it’s the right time to introduce your pitch to prevent sales resistance during call opening.
2. Read the Room
If you’re making a cold, in-person visit without an appointment and manage to get past the front desk, take a moment to assess your prospect’s state of mind.
- Are they on another call?
- Do they seem busy or distracted?
- Are they open to conversation?
Introduce yourself and your brand briefly. If they mention limited time, ask for their business card and the best time for a follow-up visit. Do not push as that will only increase sales resistance. Politely request they save your contact so they can recognize your caller ID later.
If it’s your first visit and they have time, take the opportunity to understand their needs before discussing your product or service. Never appear impatient, and if you’re in a hurry, communicate it respectfully without demanding their immediate attention.
3. Humanize Your Client
Rushing to close the deal increases chances of sales resistance. Remember your goal is to build a lasting relationship.
Find genuine ways to compliment them, whether it’s their office setup, professionalism, or warm demeanor. However, keep your compliments sincere. Don’t force praise, especially if it feels disingenuous.
Be mindful of your words, especially when speaking with a prospect of a different gender. Keep compliments professional and avoid anything that might come off as inappropriate.
If they’re open and chatty, engage with them. Listen actively if they express frustrations about a past service. If they bring up topics like politics, the economy, or industry challenges, hold space for that conversation. Remember, they’re human, just like you.
4. Be of Value to Alleviate Sales Resistance
Educate your prospect about industry trends, new technologies, product upgrades, or quality checks. However, always have your facts right before sharing information. If they’re more knowledgeable than you, misinformation could damage your credibility.
If they request a service or product outside your portfolio, offer recommendations or referrals where possible. Show them you’re willing to go the extra mile while maintaining healthy boundaries to avoid financial or exploitative commitments.
5. Take Accountability for Disappointments
If a repeat client expresses disappointment with your service or product, avoid defensiveness or blame-shifting. Instead:
- Listen fully without interrupting.
- Apologize sincerely for any inconvenience.
- Investigate what went wrong and explain how you’ll resolve the issue.
- Follow up to ensure their concerns are addressed to avoid future sales resistance.
Managing expectations is crucial. If your systems aren’t perfect yet, be honest about timelines. It’s always better to underpromise and overdeliver rather than the other way around.
6. Be Consistent
If your first attempt is met with resistance, but the prospect is a key potential client, don’t give up.
- Schedule follow-up appointments.
- Space out calls and messages to avoid being seen as annoying or spammy.
- The more interactions you have, the easier it becomes to build rapport.
Some prospects are harder to convert than others—it’s normal. Find out their preferred mode of communication (e.g., text, email, or calls) and respect that.
7. Don’t Take Sales Resistance Personally
Not every lead will convert, and that’s okay. After giving your best effort, make peace with the outcome and move on to new prospects.
Rejection can be frustrating, but avoid entitlement—it only leads to disappointment. If a lead chooses a competitor or ignores your efforts, let go gracefully and shift your energy to new opportunities.
Final Thoughts
Sales is an art that requires confidence, strategy, and emotional intelligence. Overcoming sales resistance isn’t about forcing a pitch—it’s about building relationships, providing value, and knowing when to move on.
By implementing these tested techniques, you’ll increase your chances of success and turn hesitant prospects into customers.
Which of these strategies has worked for you? Do you have any personal sales experiences to share? Let’s keep the conversation going—drop your thoughts in the comments below!
Cjne UccHzN aTYVOJGo PJjr rqgEa qTGFkPKg diqhQv