When I talk here about the ” Resistance to Change” objection I do not mean a competitor objection. I say this because it can sometimes prove very difficult to tell the difference. The prospect may choose to verbalise both objections by giving the salesperson very similar answers i.e. “I am happy with my current supplier”.
Competitor related objections often prove to be some of the more difficult objections that salespeople have to deal with. This is borne out by the fact that a lot of sales trainers continue to preach wishy-washy sales advice that merely skims the surface, rather than deal with the issues involved.
The ability to effectively handle sales objections is without doubt one of the biggest factors in getting prospects to make the decision to buy. An objection is first and foremost an indication that at some level the prospect has or is considering buying, and should be welcomed by the salesperson.
