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Foundation to Sales

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  1. Session One: Course Overview
    2 Topics
  2. Session Two: The Role of a Sales Person
    3 Topics
  3. Session Three: The Sales Conversation and Closing the Deal
    9 Topics
  4. Session Four: Sales Success Factors
    1 Topic
  5. Session Five: General Industry Terms and Concepts
    Session Five: General Industry Terms and Concepts
    1 Topic
  6. Session Six: Point of Purchase
    2 Topics
  7. Session Seven: The Importance of Good Sales and Customer Relations
    15 Topics
  8. Session Eight: Sales Ethics
    4 Topics
  9. Session Nine: On-line Sales Techniques
    15 Topics
  10. Session Ten: A Personal Action Plan
    3 Topics
  11. Course Summary
  12. Recommended Reading List
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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.

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