Four Step Approach To Overcome Sales Resistance Training Ppt

Slide 1

This slide depicts a four-step approach to overcome sales resistance. Many a time, the prospect may have a specific reason for not going ahead with the deal at that time. This four-step approach can help salespersons overcome those objections and move one step closer to the sale. These are listen, understand, respond, and confirm.

Slide 2

This slide discusses the first step i.e. Listen to overcome sales resistance. When a prospect objects, it is essential for you to listen carefully. By doing this, you demonstrate to the client that you are invested in what they have to say and that their concerns matter.

Slide 3

This slide talks about the second step i.e Understand to overcome sales resistance. In this step, the salesperson should acknowledge and fully understand the issue. Many a time, the objections hide underlying problems that the client might not be able to articulate.

Slide 4

This slide discusses the third step i.e Respond to overcome sales resistance. Once you've established the issues that bother the client, it's time to address and resolve them. It is essential to take up the biggest objection first as this will help build trust with the buyer, and the other concerns might not seem that huge a problem.

Slide 5

This slide talks about the fourth step i.e Confirm to overcome sales resistance. After responding to the client's objections, it is crucial to confirm that their concerns are satisfied and they agree with the proposed solution. Explain the solution further, if need be.