Jul 11 2007
How To React To Buyer Resistence
Resistance can be very frustrating. You are anxious to get on with things and it is hard to see why others are stonewalling. This is the moment to back off and take stock.
• Listen carefully to what they are saying to you.
• Watch their body language – does it contain any hidden messages?
• Step into their shoes; try to see things from their point of view.
• Consider what would have to happen for you to be convinced?
• Plan your responses carefully.
• Take time to construct carefully thought through responses.
• Check that you have provided acceptable responses to doubts and fears.
• Seek areas of agreement and stress them, minimise areas of disagreement.
In Summary:
It is not enough to know whether people are for or against you and your ideas and proposals. The people you want to influence can be divided into nine categories and on Monday in the second part of this post ”Categories Of Buyer Resistance“, I identify them.
