Question

Why is it important for a salesperson to anticipate a buyer’s concerns and objections?

2.      Are there ever going to be situations where the salesperson can’t overcome sales resistance?

3.      Why should salespeople have many closing techniques ready to use during a sales call?

Answer 1

1. Some of the reasons why it is important for a salesperson to anticipate a buyer’s concerns and objections are:

• It gives the salesperson time to prepare and develop an appropriate response strategy.
• With this, the salesperson is less likely to be “derailed” when the salesperson hears a buyer.
• It would help the salesperson to learn more about the market offerings and customers.

2. Yes, there will be going to be situations where the salesperson can’t overcome sales resistance. In such a situation, the salesperson needs to move on in these situations but if he thinks that the resistant is too high and uncontrollable, the salesperson should abandon the sales process temporarily to ensure that it doesn’t damage the relationship the seller has with the buyer.

3. Salespeople have many closing techniques ready to use during a sales call as that increases the salesperson will be able to close the sale successfully.