When You Have to Disagree with a Client or Prospect

There comes a time when a salesperson and a client disagree. The typical interpretation of disagreement is that it is fundamentally bad, that it erodes a relationship and it lessens the chances of a deal getting done.

A more accurate view of disagreement: it is a necessary ingredient of business. Don’t shy away from disagreement just because it is unpleasant. There are issues that need to be discussed, dissected and negotiated.

The best way to deal with a disagreement: start with an attempt to understand its root cause. Your correct diagnosis will determine how you should handle it.

Before you react, understand. Is the disagreement caused by a rational business issue, a misunderstanding triggered by poor communication, an external emotional issue, or an external business issue?

The professional salesperson wants to know if the disagreement is really a negotiating tactic, such as a “flinch.”

The best sales techniques for handing disagreements start with a diagnosis. Before issues can be properly dealt with, they need to be understood.