What do you do if customers are resistant to your sales pitch?

Encountering resistance during a sales pitch can be disheartening, but it's a common part of the outside sales process. When you're out in the field, presenting your product or service, it's important to remember that not every potential customer will be immediately receptive. The key is to understand that resistance doesn't necessarily mean rejection. It's an opportunity for you to refine your approach, demonstrate value, and build a relationship with your prospect. As you face this challenge, stay positive and remember that your ability to handle objections is just as important as the pitch itself.

1 Listen Carefully

When faced with resistance, the first step is to listen carefully to your customer's concerns. This shows respect and allows you to understand the root of their hesitation. By actively listening, you can tailor your response to their specific issues and demonstrate that you're not just there to sell, but to solve a problem. Remember, effective communication is a two-way street, and the more you know about your customer's needs, the better equipped you'll be to address them.

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Ranjan Dutt

Sr. Vice President & Global Head of Marketing Operations @ Apex Group Ltd | Marketing Operations, Digital Transformation
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If customers are resistant to your sales pitch, consider the following suggestions: Listen actively : Understand their concerns, needs, and pain points. Acknowledge and validate: Show empathy & acknowledge their perspective. Ask open-ended questions: Encourage conversation and gather more information. Address objections: Provide clear responses to their concerns. Highlight the value proposition: Emphasize the benefits and product USP's. Offer solutions & alternatives: Provide flexible options or customized solutions. Provide proof: Share case studies, testimonials, or reviews from satisfied customers. Understanding customer concerns and addressing them effectively can help build trust and increase the chances of a successful sale.

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Dane Wells

Lead, sales specialist @ The Rain Maker @ Funny Telemarketer
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The more relavent questions you ask to funnel the process to a close. It's interesting sometimes an answer doesn't need to long winded expressing what your saying so I'm adding this text to allow the post to post

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2 Stay Positive

Maintaining a positive attitude is crucial when dealing with resistance. It's easy to become discouraged or defensive, but staying upbeat and confident can help turn the situation around. Positivity is infectious, and your enthusiasm for the product or service you're selling can often persuade a resistant customer to reconsider their stance. Keep the conversation light and forward-moving, focusing on solutions rather than dwelling on objections.

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3 Provide Value

Highlighting the value your product or service offers is essential when overcoming resistance. Explain how it can solve a problem or improve the customer's situation. Use real-world examples or anecdotes to make your points more relatable and compelling. By clearly articulating the benefits and the return on investment, you can shift the focus from price to value, which is often a key concern for resistant customers.

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4 Build Trust

Trust is a cornerstone of any successful sales relationship, especially when a customer is resistant. Take the time to build rapport and establish credibility by sharing your expertise and knowledge. Be transparent about your product or service, and don't overpromise. A customer is more likely to be receptive to your pitch if they believe that you are trustworthy and have their best interests at heart.

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5 Offer Solutions

When customers are resistant, it's often because they have unmet needs or unresolved issues. Offering solutions tailored to their specific concerns can help break down barriers. This might involve customizing your offering, providing additional support, or demonstrating flexibility in terms and conditions. By showing that you're willing to work with them and address their unique challenges, you can create a more compelling case for your product or service.

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Dane Wells

Lead, sales specialist @ The Rain Maker @ Funny Telemarketer
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The best sales person is somebody that tells the client what they need to hear or be told how to solve an issue however sometimes clients sometimes need to be informed so it becomes their idea for those egotistical single minded people. Regardless if your able to solve problems or provide another way even introducing an old way if understood is a winner

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6 Follow Up

Persistence is key in outside sales, so don't be discouraged by initial resistance. Follow up with your customers after your pitch to reiterate the value proposition and address any lingering doubts they may have. This follow-up can take many forms: a phone call, an email, or another in-person meeting. It's an opportunity to reinforce the relationship and show that you are committed to helping them make an informed decision.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Dean Spencer

Client-Winning Organic Sales Funnels For Sales and Marketing Leaders
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Facing customer resistance? Don't sweat it! Actively listen to their concerns and address them directly. Shift the focus to the value your product offers, highlighting how it solves their problems. If needed, provide alternative options like payment plans. Remember, not every interaction ends in a sale. Thank them for their time and be a resource for future needs.

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Dane Wells

Lead, sales specialist @ The Rain Maker @ Funny Telemarketer
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Always use their words, your closing from the first contact take notes use their words back to them its more powerful than any other tool or conversation.

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Anupam Sharma

Head - Sales, Marketing & Brand Strategy | Real Estate | Ex- Schindler, Godrej Prop, ICICI, Infosys | TAPMI, MIT, ISB
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Introspect! and re-look at your leads that didn't close. Figure out what went wrong. Maybe it's the fact that you came across as overzealous. Maybe it's your rolled up sleeves. Maybe you speak a lot. Maybe you turn into a brochure rather than having a conversation. Or Maybe you just need product and market knowledge. Speak to your colleagues, shadow a successful sales colleague and maybe witness a closure.

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What do you do if customers are resistant to your sales pitch?

1

2

3

4

5

6

7

1 Listen Carefully

2 Stay Positive

3 Provide Value

4 Build Trust

5 Offer Solutions

6 Follow Up

7 Here’s what else to consider

Outside Sales

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What do you do if customers are resistant to your sales pitch?

1

2

3

4

5

6

7

1 Listen Carefully

2 Stay Positive

3 Provide Value

4 Build Trust

5 Offer Solutions

6 Follow Up

7 Here’s what else to consider

Outside Sales

Rate this article

Thanks for your feedback

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