If a customer shows signs of resistance during the sales cycle, what method can be used to maintain the customer connection?

When a customer exhibits signs of resistance during the sales cycle, one effective method to maintain the connection with them is to ask questions to uncover their resistance and concerns. This approach demonstrates active listening and shows the customer that you value their perspective. It allows you to better understand the root of their hesitations, which is crucial in addressing their specific needs and objections.

By engaging in a dialogue, you can gather important information that can help you tailor your pitch more effectively, thereby increasing the chances of moving the sale forward. This method fosters a positive relationship based on trust and communication, making the customer feel heard and respected rather than pressured or dismissed.

Addressing concerns directly through questioning not only clarifies misunderstandings but also opens up opportunities to provide solutions, reinforcing the connection between you and the customer. In contrast, ignoring concerns, becoming defensive, or applying pressure can alienate the customer and further entrench their resistance.