Handling Buyer Resistance
It is advisable for the salesperson to expect buyer resistance from the prospect. This is natural, and mainly shows that the prospect is paying attention to what the salesperson is offering.
The best way to meet the buyer resistance is to approach it as a request for more information on the product or service. It is therefore necessary to listen to the questions being posed, and to respectfully clarify all the points which have been made regarding the product or service.
It is important to answer the concerns which the prospect has respectively and objectively as they would be discussing something in which they do not have full knowledge. The rapport established earlier on would aid in handling buyer resistance.