What do you do if your direct sales clients are resistant to persuasive language?

First thing to understand is why the language is now more 'persuasive'. There has to be some immediate fact finding to understand where the dynamics have changed. Introspection on top of milder engagement might help repair any untold/unheard problems.

Avoid using “persuasive language” or any hard sale technique as they may be OK for small value/short term deals and won’t work for large-scale long-term deals. Instead do the following: 1. Start with an open conversation to clearly understand your prospect pain. Listen, avoid talking/guessing! 2. Clearly understand the person you’re speaking with, what is HIS pain and how it's connected to the organizational pain. 3. Analyze openly if your product would really solve the above pains. If so, in what way and what would be the migration cost for the organization 4. Create a constructive conversation by sharing this information openly with your prospect, especially the challenges, and the process & timeline to achieve a successful implementation

Na minha experiência, descobri que a escuta ativa muda completamente a percepção que um potencial parceiro tem de você. Colocar as dores e anseios dele no centro da discussão mostra que você realmente se importa e está analisando o todo e os impactos que isso pode ter na sua operação.

Always good to find out where the resistance is coming from, and relate to that. We should always speak our prospect's or customer's language. If they don't like pushy/salesy type phrases, try something else. I understand that there are sales numbers to hit. Instead of trying to sell them, maybe helping them buy is a better approach.

We don’t use persuasive language as often in B2B business it doesn’t work anymore. We invest to reinforce personal branding of our sales guys to represent them as super specialists in our market. This helps a lot as we are always much more savvy than our clients and we approach them in a pure honest way renouncing to the power of knowledge and sharing with them our suggestions. This creates a strong trust in the sales staff as well than the company brand.

If all of this seems like common sense, it is. Unfortunately, common sense is not always so common. So, be a little uncommon. Deliver quality and reliability, manage expectations and create a consistent and predictable experience that gets customers to say, “I will be back".

Acknowledge Resistance: Don't be afraid to acknowledge their resistance. "I understand you might be hesitant, and that's perfectly normal." Focus on Value: Highlight the value proposition. How will your product or service improve their lives or businesses? Quantify benefits with data or testimonials when possible. Transparency: Be upfront about pricing, terms, and potential drawbacks.

Provide information: Offer valuable information and insights related to your product or service. This can help build trust and credibility with your clients.

In some B2B situations, you have to build trust with some clients to be able to get a common ground because being persuasive doesn't work in all cases , I had an experience once like that , I had to take my time to gain trust and then was able to get the clients attention and was able to close the deal

Algo que considero útil e sempre aplico é adaptar a comunicação ao cliente, trazendo proximidade com seu mundo e realidade. Isso diminui os atritos de um possível mal-entendido do que está sendo oferecido.

It is important to adapt to your audience; you should know in the first 2 minutes of a call what is going to resonate and what is not...and if you don't, you may want to think about another role. Being emotionally intelligent is key to being an effective seller.

Hay que adaptar el lenguaje para que el cliente pueda entender en términos sencillos y viables; de esta forma nuestra contra- propuesta llevará flores en lugar de martillos.

Be empathetic: Show empathy towards your clients' concerns and challenges. This can help you connect with them on a deeper level and understand their needs better.

Try to have an open and honest conversation to address their questions and provide clarification where needed. If the client still disagrees with your strategy, it may be helpful to present them with alternative options or data to support your approach.

Look at your “Compelling Value Proposition” and offer the same amicably to address client’s difficulties, it will certainly help to break barriers.

I couldn't agree more. The economy is battling people are only buying what they need. If you add value to whatever you selling. The item becomes a need and not a want. Therefore in the customers mind the switch has flipped and he is allowed to purchase the item

Friendly, positive and effective customer service can help you retain customers. It's a great way to turn a negative situation into a positive one and can encourage the customer to become an advocate of your brand or product because of how well you handled things. Customers may walk away feeling more impressed after you handle a tough situation than a standard one. So always provide the customers with valuable offers.

Offer solutions: Instead of pushing a sale, offer solutions to your clients' problems. This can help them see the value in your product or service and be more receptive to your message.

Patience helps you address objections calmly and professionally, rather than reacting impulsively or becoming defensive. This can turn objections into opportunities for further discussion and clarification

Você pode estar convencido do potencial do seu produto em melhorar ou aumentar a receita do parceiro em potencial, mas já considerou a fase atual em que ele se encontra? Quais são seus planos futuros? Respeitar o processo de decisão dos clientes demonstra que seu foco não é apenas vender. Uma venda fora de contexto pode apenas irritar o cliente em potencial. O ideal é apoiá-lo e, ao longo desse caminho, demonstrar como sua solução pode resultar em benefícios significativos para o negócio dele.

Ser paciente es una buena herramienta; pero no cuando se depende de una cuota mensual que se debe cumplir y sabemos, que este cliente actual se puede cerrar; de esta forma se requiere algo de persistencia y persuasión

Consider what you have learned from your sales interaction, adapt and pivot. Some examples on improving the conversation you might consider: -Learn the language of the customer. Use their exact language to relate to them. -Inform more than sell. Customers want solutions, but especially in tech, they may need to understand how applications and/or other tech work together. -Support them even when they don't buy from you. I had a customer that decided to go with another vendor. I told them we would support them even if they didn't buy and when we did, they came back and bought 3x from us less than a year later. -Ask them what you can do better. Often, customers will tell you how you can sell to them more effectively.

In my experience, if you have identified a need, provided a solution, proven the value to the client and they still need convincing, you may be dealing with a non buyer. I let them go and do not force the sale because they will easily become discontented. Best is to leave them to stew and stay consistent on the follow up. In the meantime try to develop a deeper relationship and reinforce your credibility.

Some advises, based on my humble experience: 1) Try to be funny and make some nice jokes to empathize and reduce the initial distrust 2) Be interested in him, ask open-ended questions, already wondering what kind of problem he might have. 3) Try to make him understand that he may have a problem he doesn't know about. in this way you position yourself as an expert on the subject and the customer will trust you. 4) Try to get the customer to admit they have a problem. 5) Give him the solution to the problem you made him discover he has.

Here is what I would do. Ask if there may be any challenges the staff might be having, and look into it for possible resolution. Then most importantly set a challenge amongst the team with a reward of their interest and timeline for getting the rewards. This will give them the push the need.