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How to Handle Confrontation

May 25, 2011 by Gloria Keith

CLOSING & CONFRONTATION…many people in the Sales profession avoid Closing because they do not want to be perceived as being “pushy”. We do know that 80% of all sales are achieved after the fifth Close. This certainly creates a dilemma if you are not comfortable closing five times! Sometimes Closing & Confrontation are considered “cousins”. As a result in order to avoid Confrontation we do not Close often enough. If that is the case, then we really need to look at how well we do actually handle Confrontation. If you handle Confrontation easily, then Closing becomes much more natural. 

Here is your ACTION STEP… let’s first of all look at some basic questions: 

1. Do you avoid Confrontation or do you meet it head on when it presents itself? 

2 What approach do you take?… a) hope it goes away, b) address it immediately, c) delay things and then become belligerent because you are uncomfortable?  

3. Critical  Question… what message do you send when you deal with Confrontation? Are you pleasant or unpleasant? 

The best approach is to “address it immediately”. Avoiding Confrontation is merely delaying the inevitable. All great Salespeople step up to this issue as soon as the opportunity presents itself.  That way, what is now a “small problem” is never allowed to become a “big problem”. This is true when asking for the appointment, prequalifiying, handling objections, and most of all… Closing Comfortably. Keep an eye on how you are feeling…look for signs of “feeling uncomfortable”… when you feel that way… step up to the issue, Confront it, and ultimately Close more smoothly. Doing it sooner versus later makes it a lot easier to accomplish on ongoing basis. NO Excuses.

Filed Under: Blog, Sales Training

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