---

Guest post by: Dave Kurlan Become an Author

Tweet

---

---

Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn't close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the purpose of this article, let's simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way. Simply a closable opportunity that hasn't closed yet. In situations like this, there are usually two things going on:

1. The prospect has some unresolved fear, discomfort or risk;
2. The salesperson is trying too hard to close.

The fascinating thing about these two scenarios is that the harder the salesperson attempts to close, the more fear, discomfort and risk it creates for the prospect. Their resistance gets stronger.

The solution? Stop trying so hard!

The strategy? Lower the resistance.

The tactic? Acknowledge their fear, let them know you understand it, and lower their resistance. Get them to admit to it and then you can ask them why they are afraid, and what you can do to resolve it.

This new information is not an objection or even a reason. It is simply a new problem for you to solve and your solution should be revised to address this problem. If you can do that, you'll close the sale.

Related Articles

  Stress-Free Selling® - Close Three Times Faster
  New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
  Your Sales Force - Who is Playing on Your Team?
  Latest Fiction for the Sales Force - No More Hunters/Farmers
  Why You Need A Sales System
  The CEO Who Needed to Hire Salespeople
  The 7 Habits of Highly Ineffective Salespeople
  Survival of the Fittest on the Sales Force
  Insurance Sales Training
  Salesperson Wimp-Out: I Need Help
  Listening Key To Closing Sales
  Trained Sales People Rarely Get Outsold!
  6 Keys to Make All Sales Calls Easy Sales Calls
  Sales Statistics That Reveal Sales Effectiveness
  The Sales Force with Over Achievers Who Don't
  Why You Should be Scared When Your Salespeople are Closing Lots of Business
  Losing The Deal - Yeah, It Does Happen To All Sales Professionals too!
  How to become a “roving sales leader”
  Closing Techniques Are Bogus
  The Surprise Close

Related Forum Posts

Facebook and Beacon - What Do You Think
Who inspired you to start?
Trump and Stewart
Re: Obama Wants Social Security for Illegals
Re: Obama Wants Social Security for Illegals

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Setting Your Goals - Easier Said, Easily Done

HOW TO PLAN A REALLY GREAT LIFE!

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.