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How can I reduce sales resistance with my prospect?

Every Monday colleagues ask us…

“How was your weekend?”

We respond with…

“Good!”

Sometimes they follow up with…

“What did you do?”

Sometimes they don’t.

Point is…

They only ask if they FEEL like it.

This is called indifference.

One of the keys to success in B2B sales is practiced indifference.

Indifference is the opposite of neediness.

For instance…

The more you appear to need the sale, the less likely your prospect will trust you and the harder it will be to sell.

Sellers…

Always act like you’re okay with the outcome of the sales cycle. Even if you don’t get the sale.

This means:

Be enthused about your product.

Be enthused about its benefits.

Be enthused about the offer.

But…

Never be enthused about what your prospect agrees to. That’s irrelevant.

For instance…

Let’s say your prospect agrees to a meeting request…

Don’t say…

“Thank you so much!”

Or…

“That’s awesome! Really looking forward to it.”

This is because…

You need to be indifferent with your prospects.

They’ll trust you more, become more attracted to you, and be more compelled to work with your company.

Learn to be indifferent. It makes a BIG difference.

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