What should you do if a client seems resistant to your solution?

When a client exhibits resistance to your solution, it’s essential to engage with them through probing questions to understand the root of their concerns. This approach allows you to gather valuable insights into their hesitations and the specific reasons behind their reluctance. By exploring these areas, you demonstrate empathy and an interest in their needs, which can help build trust and rapport.

Probing questions enable you to clarify misunderstandings, identify any unmet needs, and adjust your offer to better align with what the client truly values. This dialogue is crucial as it not only addresses the underlying issues but also empowers the client to feel heard and respected in the decision-making process.

Engaging in this manner lays the groundwork for a more tailored solution and increases the chances of overcoming resistance effectively, making it a key strategy in consultative selling.