Please Discuss the following statement: "Buyer resistance, or objections, indicates interest".

(Discuss the key features of conflict resolution and persuasion techniques, including how to overcome buyer resistance)

Answer:

The statement  "Buyer resistance, or objections, indicates interest" means that any buyer resistance, query or problem regarding the product / service or offer are often their interest in the product or service, as if they had then they would have ignore or having no queries or resistance, the need is to identify the hidden interest behind these resistance and objections of buyer towards the offer or sale.

Whenever the buyer query about the sales or the statement of sales person that means the buyer have concerns about the deal and therefore, he is interested in the deal because there is no interest the customer would not even respond.

The key features of conflict resolution :

• Understand the denial
• Analyze the problem
• Manipulate the communication according to requirement
• Acknowledge the resistance to the need of the product
• Efficient Demonstration
• Customer's loyalty to competitors

How to overcome buyer resistance ?

• Identify the type of resistance /objections
• Prepare your clarification and presentation regarding it
• Compare risk and benefits
• Have a backup for indirect denial
• Ignore the unnecessary objection
• Validate the good objections
• Answer with Demonstration