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How Can Sales Reps Prepare For Resistance From a Client?

Clients are likely to challenge a sales rep in order to test their credibility and knowledge of the subject matter. In anticipation of resistance, sales reps should be thinking about the prospect or client and try to turn a piece of data into a relevant insight.

Without that connection, the information provides no value to the customer. In this video, David DiStefano, President and CEO of Richardson, discusses which resources sales reps should be leveraging to successfully navigate resistance from a client and offers advice to reps about when to seek additional help.

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About the Author

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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