Source: eGrabber newsletters
Use Reciprocity: Give your prospects something that is useful, then they will feel an obligation to give back. Ask questions that will educate you about your prospects and their needs. One question could be “What is the biggest challenge in your business that you are currently facing”? The objective is not necessarily to fix the problem, but to provide them support. Refer them to an article or a white paper that can help them in their area of challenge.
Understand Motive: Behavioral studies show that half of all buyer resistance is phony. Hence, the first step in dealing with any buyer resistance is to clarify the 'what' and the 'why' behind the resistance. What is she really looking for? Is she comparing apples-to-apples? Is her focus short-term? Understanding these can help you to be better prepared to deal with the buyer, negotiate a higher margin and sell more profitably.
These two tips can help you bring down your prospects' resistance and make it easy for you to negotiate or build relationships.
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