Usually when potential clients raise a query or concern the initial reaction is to attempt to overcome this in a clever way by talking them out of the objection. Ironically the more one tries to persuade them otherwise the more they tend to lose interest in the deal. Ways to overcome client resistance involves transforming the way one sees a proposed concern by prospective clients.
Professionals will find that simply taking the time to understand the concerns and problems of individuals will ease the process considerably. People feel most vulnerable and unsure when a query is raised relating to important tasks at hand. It is the responsibility of the professional or consultant to discuss these objections and achieve a sense of clarity with regard to the situation.
The key is not to view the resistance as a means to an end but rather as a learning experience regarding the legitimate worries of your customer. An empathic approach will not only reduce your stress but the client will further take note of the fact that you are trying in all of your capacity to find a solution to the perceived problem. The result is an increase in trust and respect.
Be sure to engage with the individual by encouraging a conversation in relation to the challenge. This way the response will alert you as to exactly which issue to identify and address rather than dismiss the query. Learn more about what the client wants to achieve.
One approach to completely avoid is placing increased pressure on clients to see things your way. This is most ineffective and will most likely result in your loss of the deal. Open communication and honesty are keys to successful outcomes.
More often than not one may legitimately have a problem with the provided service or product and thus addressing concerns is a great way to improve upon business activities. When a question is posed relating to quality or cost try not to become defensive in your response as it simply reinforces the doubt in the mind of your client. Instead promote the reasons as to why the business chooses to operate in the particular way.
Encourage clients as to why the proposed solution is seemingly the best option for them. Customers are sure to feel more secure when care is taken to listen to them and innovative answers are created to find the best outcome. Ways to overcome client resistance involves a degree of empathy, care and patience which tells the individual that you understand where the objection is coming from and will assist in any way to help them.
