Reacting to Resistance

None of these is constructive, and none is likely to help you close the deal.

Most salespeople react in one of three ways when faced with objections -- becoming defensive, aggressive, or simply giving up. None of these is constructive, and none is likely to help you close the deal. To keep from falling into one of these traps, do what you do best -- problem solve with the customer.

The three types of resistance indicate the following:

Becoming aggressive - This suggests that you must convince the customer you're right -- and by implication they are wrong. This doesn't encourage discussion.

Getting defensive - this sends out the message that the process is more about you than the client.

Becoming passive - Giving up is the worst of all. for all you know there may be considerable interest.

ACTION POINT: When faced with objections work hard to avoid the three common responses.