SME Times is powered by   
Search News
Just in:   • GST collections surge to record high of Rs 2.37 lakh crore in April  • Centre to launch Depot Darpan portal on May 20 to ensure food storage quality  • Indian stock market delivers over 3 pc returns in April; Nifty Bank leads with 6.83 pc gain  • Maharashtra remains a strong pillar of progress: PM Modi  • India-Norway ties set to enter a new phase of trust and growth: Piyush Goyal 
Last updated: 26 Sep, 2014  

hand meet generic Dealing with tough, hesitant customers

Globe Hand generic
   Top Stories
» GST collections surge to record high of Rs 2.37 lakh crore in April
» Indian stock market delivers over 3 pc returns in April; Nifty Bank leads with 6.83 pc gain
» Deal with India close but not there yet: Top US trade official
» Trade talks with India 'coming along great', says Trump
» PM Modi congratulates Carney on election win, says looking forward to strengthen India-Canada partnership together
Kaye Z. Marks | 12 Aug, 2008
Expert marketers and sales people know that product resistance is often part and parcel of selling your products and services. It may be because of a particular concern on the product that’s preventing your prospective customers to buy from you. Or it may also be that they’re hesitant on how effective it can be to their situation.

Most of the time, your target audience will be able to express it verbally. But when resistance is non-verbal – meaning, your target audience’s face reflects confusion – you just need to read between the lines, and interpret the body language and expression.

While managing your target client’s hesitance to your sales speech, it would indeed be very difficult for you to do that. Nevertheless, experienced marketers would tell you that such reaction is actually a good thing. It means that even with an objection, your target clients are actually considering your product if not for a few concerns they have. These then should be properly addressed in order for you to turn then into buying customers.

Trained sales agents know this. And as a business owner you should too. Most often than not, the concerns brought up by your target audience may not be the actual issue they’re concerned with. In fact, it may just be that they’re not sure of how they should convey what they need to know from your products and services. This then makes it difficult for your target clients to agree to what you are offering. Unless you understand and overcome the issues pertaining to their objection, you as a business owner will never be able to get your target customers to agree to buy your product or avail of your service.

This is what is important when handling customer resistance to your product. Your prospects are simply unwilling to make a commitment to buy from you. This is certainly the hardest part in any selling process. When you ask your prospect to agree to a sale, yet the prospect hesitates, or worse, responds with a resounding ‘no’, you should be able to overcome that. Most successful business owners can vouch that when you are able to rise above the rejections, you’ll more likely to get customers who are not only one-time buyers, but repeat business clients as well.

What you need then is communicating with target clients in order to convince them to consider your products and services despite the issues. You can do this by requesting a commercial color printing company to produce marketing tools that would best clear up the issues in the client’s minds. It’s all about providing assistance so that your prospect can finally make a decision – which is hopefully to your advantage.

The good news though is that not every customer can resist your offer. There were many times those buyers close a sale even without you convincing them to do so. Since they are convinced that the product is good for them, you don’t even have to introduce or say your sales speech. All you got to do is to point them to the right direction and you’re on your way to being successful in your marketing campaign.
 
Print the Page Add to Favorite
 
Share this on :
 

Please comment on this story:
 
Subject :
Message:
(Maximum 1500 characters)  Characters left 1500
Your name:
 

 
  Customs Exchange Rates
Currency Import Export
US Dollar
84.35
82.60
UK Pound
106.35
102.90
Euro
92.50
89.35
Japanese Yen 55.05 53.40
As on 12 Oct, 2024
  Daily Poll
Do you think Indian businesses will be negatively affected by Trump's America First Policy?
 Yes
 No
 Can't Say
  Commented Stories
 
 
About Us  |   Advertise with Us  
  Useful Links  |   Terms and Conditions  |   Disclaimer  |   Contact Us  
Follow Us : Facebook Twitter