Muito bom !

When you face pushback, pause and figure out why. It might be because they don't trust you, had a bad experience before, or their circumstances aren't right. Ask them questions that don't have yes or no answers to understand their doubts better. Listen carefully and show that you understand their worries without arguing right away. This way, you respect their thoughts and learn what you need to tackle their concerns well.

When I hit resistance, it's crucial to stay adaptable and empathetic. Take a step back and really listen to what the concerns are. Sometimes, it's not about pushing harder but about understanding better the actual concerns they have, and not to assume. As individual contributors it can feel like we need to have a quick answer, and in these cases you don't need to; listen and adjust your pitch to address their specific hesitations and show them how your solutions align with their needs. It's also helpful to share relatable success stories and data that resonate with their situation. Remember, building trust is key, and sometimes that means being patient and providing space for them to come around. Keep the dialogue open and supportive.

Salespeople want to pitch the benefits&opportunity. And this ties back to that human nature response. It’s not what moves people. When you’re pitching gain/opportunity, you’re allowing the negative emotions&dynamics associated with that conversation to stay alive in their brain. And if it’s alive in their brain as you’re pitching gain/opportunity, they’re not listening to you. As they they’re dealing with those negative emotions&dynamics. And at the end of that conversation, they say:"we need to think about it." And you wait & hope that they call you & then they never do & you’re left scratching your head as to why. Because you didn’t deal with those negative emotions&dynamics as part of the meeting. Stop selling. Make customer want to buy.

A margem de negociação em meu negócio é pequena, considero que reduzir preços não se traduz em benefícios, a apresentação utilizando materiais próprios, onde podemos propiciar ao cliente experimentar e antecipar os benefícios, rompendo, dessa maneira a resistência, comprovando o benefício que ele terá ao adquirir o produto éa melhor forma de convencimento. às vezes incluir um produto da linha de acessórios pode ajudar na decisão.

Provide real-life examples or case studies to illustrate how your product or service has benefited others in similar situations. This adds credibility and helps the customer visualize the value.

Lead by example. Sales people are wired to work their way into gaps. So first, make sure to plug the process gaps they find by getting your team familiar with the new approach before rolling something out. Pick 3 different personality types on your team. The early adopter, the nay sayer and the middle of the road performer. Talking through your new approach with all three prior to deployment will give you visibility into what you need to adjust before hand. I've seen time and time again if you skip this step, adoption can be met with resistance. You then have to live, breath, demonstrate and reinforce the new approach daily. Coach to the new approach, take questions and consistently demonstrate why the new approach has major benefits.

Providing value driven solutions to address the pain points of the consumer in pivotal in reducing resistance. Ideally a typical customer centric approach will minimise the impeding factors and open avenues for negotiation. Further, understanding the complexity of competition and their USP will enable us to decide on the proper product differentiation and pitching.

Em uma ocasião de vendas, onde eu insistia nos benefícios possíveis através do infravermelho longo sintético, o cliente estava muito cético. A tática que utilizei foi utilizar gelo e sal descansando sobre nossos produtos. No caso do sal, separei um pouco fora do produto e, após 15 minutos pedi que experimentasse das duas porções, para coprovar a ação do infravermelho, que alterou o sabor deixando-o mais palatável. No caso do gelo, utilizei um disco maior, coloquei uma pedra de gelo em cima e coloquei outra em um prato comum. O tempo de derretimento e o comportamento do gelo no disco de infravermelho convenceram o cliente da ação ativa do dispositivo de energia.

I believe that the sales approach is not consistent and will not have any single approach system. So, according to the customer, you have to make different approaches and adjust your tactics accordingly. Therefore, reframe your approach for direct sales and before you become a salesperson, make yourself a customer and convince yourself first.

Whatever the situation in which we find ourselves, it is important to listen, empathize, educate, adapt, and maintain communication to overcome resistance in direct sales.

Attention to the feedback you receive from customers and use it to continuously improve your approach. Analyze what worked well and what didn't, and make adjustments accordingly.

Instead of relying on tactics, opt for authenticity. 🤝 Listen to your client's concerns, really understand their needs and empathise, then offer genuine solutions. 🌟 Building trust is key—show them you're on their side, not just pushing a product. 💬💼 By being real and empathetic, you'll create lasting connections and win their confidence long-term.

If direct sales are met with resistance, it's important to stay level-headed and professional. Here are some tips on how to deal with resistance: 1. Make sure you understand the client's needs and wants. 2. Tailor your solutions to these needs and wants. 3. Respond graciously to any objections or questions. 4. Be open to suggestions and negotiate on price or terms if necessary. 5. Be patient and keep focused on the desired outcome. 6. Follow-up on unresolved issues or questions until everything has been resolved.

In my experience if you don't establish a relationship first along with understanding the needs it is a path to fail. The major steps in arriving at a sale are all founded building the relationship. In doing this you will build the trust with the client as well as gain clear understanding of their needs. This leads to clear understanding of your solution to their problem and a seamless sale.

Building a relationship is not always necessary, all depends on the person. People can tell if it’s fake. It’s about being real

I think this aspect is very important. It also requires a little more out of us. People buy things they want or need. They do it every day. If it's their job, it can be mundane and frustrating. If you are a supplier, just being a reliably friendly, pleasant and useful associate will go a long way in helping that buyer have a better day. With time, you would logically become someone they would prefer to buy from. As I have said for years . . . When you need something, you have to give money to someone. I'd much rather give it to someone I like. Be that someone that your buyers like. It takes time and genuine effort. But it's the human relationship that provides a variety of real benefits. One of them may be that you are their best supplier.

A garantia é um dos pontos fortes de nossa empresa, com 15 anos de garantia na questão estrutural, lastreada em certificações ISO e acreditações de diversos órgãos e agências, mas somente falo na apresentação após iniciadas as negociações de fechamento de vendas, pois acredito que a qualidade do produto deve ser necessária para a venda, sendo a garantia a cereja do bolo, para que fiquem ainda mais satisfeitos.

Assure prospects with guarantees, trials, and testimonials to reduce perceived risk and instill confidence in decision-making. Offer ongoing support to build trust and demonstrate product confidence for persuasive outcomes.

When facing resistance in direct sales, understand the cause by asking questions and actively listening. Reframe your product's benefits to align with the prospect's needs, showing how it solves their problems. Be flexible in your approach, adapting tactics as necessary. Build genuine relationships by showing interest in the prospect beyond the sale. Offer assurances like guarantees or testimonials to reduce their perceived risk. Seek feedback to refine your approach, demonstrating that you value their opinions. This way, you can turn resistance into an opportunity for engagement and possibly conversion.