Resistance to change is a natural part of business, and your role when facing a customer’s objections is to facilitate that change and do it better than everyone else. The more you help your customers manage the concerns preventing them from reaching confidence, the sooner you will become more of a trusted adviser versus another person selling something.
Source: Veterinary Advantage, October 2019. Link.
Start by thinking of resistance as your customer saying, “I cannot catch up with your confidence. This (the latest reason to resist change) is standing in the way. Can you help me?”
INSIGHTS: Work from the customer’s perspective, not your perspective. AND, sometimes the customer is someone on your team. It works there too!