Have you ever felt an instinctive hesitation when approached by a salesperson? This gut reaction, known as unconscious bias, is deeply ingrained in many prospects. Whether at a car dealership, open house, or retail store, prospects often come prepared with a “game plan” designed to resist sales efforts. They strategically avoid conversations or information that could make it easier for the salesperson to close the deal.
Contrast this with how most people view doctors: as trusted problem-solvers. Patients approach doctors seeking knowledge and solutions to their issues, often with minimal hesitation. What if salespeople could tap into this mindset and be perceived more as problem solvers than commission-driven professionals?
To overcome sales resistance, salespeople can adopt techniques used by doctors to build trust and foster collaboration. Here are three strategies you can implement to make prospects see you as a helpful problem-solver rather than someone trying to make a sale:
Understand the Prospect’s Problem Before Offering Solutions
Imagine walking into a doctor’s office, only to find shelves stocked with medicines, vaccines, and pamphlets. Now imagine the doctor saying:
“The flu vaccine is popular this year, but if I were you, I’d start with the COVID booster. Can I ring these up for you?”
Sounds absurd, right? Doctors don’t push solutions without first understanding your symptoms and diagnosing the root cause of your issue. The same principle applies to sales. When you take the time to thoroughly understand a prospect’s problem, you demonstrate that you care about solving their challenges—not just closing the deal.
This approach builds trust and shifts the focus from selling to helping. Tools like Zoomifier can further enhance this process by enabling you to organize and present personalized, video-rich content tailored to the specific challenges your prospects face.
Collaborate by Acknowledging the Prospect’s Research
In the age of Google, your prospects often come to the table armed with information. Few things can derail a conversation faster than telling them something they already know. Instead, acknowledge their research and invite them to share their understanding of the problem.
For instance, ask: “What have you already looked into about solving this challenge?”
This question makes your prospect feel valued and involved in the solution process. It positions you as a collaborator rather than an adversary. Using Zoomifier’s analytics and engagement tracking, you can gain insights into how prospects engage with content, allowing you to build on what they already know and move the conversation forward more effectively.
Pay Attention to Body Language, Even in Virtual Interactions
With more meetings happening virtually, reading body language has become challenging. Yet, understanding a prospect’s emotional state remains crucial to overcoming sales resistance.
Doctors often ask pointed questions—“How have you been sleeping?” or “Are you experiencing any discomfort?”—to compensate for the lack of visual cues. Salespeople can adopt a similar approach. During virtual meetings, opt for video calls whenever possible to observe facial expressions, gestures, and tone of voice.
This effort signals to your prospect that you’re fully engaged and helps you gauge their receptiveness. Platforms like Zoomifier allow you to create engaging, video-rich presentations that capture attention and keep virtual conversations dynamic, ensuring a stronger connection.
Overcoming Sales Resistance with Zoomifier
To truly overcome sales resistance, you need more than just the right techniques—you need the right tools. Zoomifier empowers sales teams to present solutions in a way that resonates with prospects. By enabling seamless access to video-rich content, advanced engagement analytics, and personalized delivery, Zoomifier transforms how sales teams build trust and close deals.
Start shifting the narrative with your prospects today. Show them that you’re not just another salesperson—you’re a problem solver with their best interests in mind.