How to Overcome Initial Resistance

When Closing!

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What You’ll Lean Today

The difference between an Objection and Initial Resistance Why you handle them both differently How to overcome the initial resistance you get when closing

When is an Objection NOT an Objection? •  When it comes at the beginning of your presentation! •  You handle initial resistance differently than objections… •  Acknowledge, give value, direct back to presentation

Don’t You Hate it When You Get These: •  “I looked it over and I’m/we’re not interested.” •  “I don’t have the time right now.” •  “It’s not for us/me.” •  “ We looked at your material and this just isn't for us right now.” •  “ We already have a supplier or dealer or service person.”

Initial resistance #1: “I looked it over and I’m/we’re not interested.” Response: “I didn’t expect you to be interested; our marketing department hasn’t yet figured out a way to get our prospects to call us back – and that’s why they hired me! (Cont…)

But seriously, this (product/service) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit and benefit you. Tell you what, do yourself a favor and spend a few minutes with me to find out how and if this would be right for you. Grab the information/quote/brochure and let me cover a few things – do you have it handy?”

Initial resistance #2: “I don’t have the time right now.” Response: “That’s fine ________, we’ll schedule a better time to go over this. Quick question, though: when we do get back together on this, what are some of the areas I should be prepared to go over with you?”

Initial resistance #3: “It’s not for us/me.” Response: "It may appear that way now ________, and you may not have enough information nor understand it well enough to be interested. In fact, most people I call back feel the same way you do - they think this is (Quickly list one or two perceived negative points), so I don't blame you for not being interested. I wouldn't be either if that was true. (Cont…)

But ________, that isn't how this (product/service) works. To begin

with (list two or three benefits that contradict the first couple of negatives you just gave). These are just some of the things you need to be aware of before you make any decision. Do yourself a favor and get that (quote/demo/email/brochure) and I'll show you how this might work for you, too. I’ll be happy to hold on while you grab it."

Initial resistance #4: "We looked at your material and this just isn't for us right now.” Response: “No problem ________. Tell you what let’s do – because things change, and while this is fresh in your mind, let’s take a few minutes now to match up how this can help you when the timing is better for you. Is that (brochure, quote, demo) handy, or do I need to hold on while you grab it?”

Initial resistance #5: "We already have a supplier or dealer or service person." Response: “I know and we spoke about that earlier. Remember, I’m not calling to have you replace your current supplier/company, rather, you were looking at this to see how you might improve the results of what you’re currently getting. (Cont…)

Tell you what, do me a favor and grab the (demo, information) and let me show you how, if you decide to branch out in the future, this might help you (fill their expressed need from your first call). I’ll be happy to hold on while you grab it.”

Overcoming Initial Resistance is Easy if…

•  You are prepared for the resistance you get most of the time!

•  You use proven and effective scripted responses to sidestep them

•  You’re prepared to “Practice Perfection” on each call

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