sales resistance
Immunity to pitches
Sales resistance is a customer's reluctance or refusal to be persuaded by sales tactics.
The term frames the natural human tendency to resist being sold something as an obstacle to overcome: Her sales resistance crumbled when she saw the discount.
Salespeople study techniques for breaking down sales resistance; consumers develop it as a defense against aggressive marketing.
Negotiating mutually acceptable terms
- counterofferAlternative terms proposed back
- hagglingNegotiating a lower price
- concessionsThings granted or yielded
- compromiseAgreement through mutual sacrifice
terms · deal-making · walkaway · hardball · lowball · stalling · leverage · standoff
Lack of firm belief
- disbeliefRejection of truth claims
- distrustAbsence of confidence
- warinessCautious distrust
- suspicionSense of unease about motives
questioning · incredulity · hesitation · uncertainty · cynicism · dismissiveness · unconvinced · scoffing
Regret after a purchase
- decision fatigueExhaustion from repeated choices
- cognitive dissonanceDiscomfort from contradictory beliefs
- loss aversionSetbacks sting more than gains please
- anchoring effectJudgment skewed by initial information
framing effect · social proof · mental accounting · confirmation bias · heuristics · reactance · priming
Having keen judgment
- selectiveChoosing with care
- informedGiven necessary knowledge
- cautiousCareful to avoid risk
- waryGuardedly alert
prudent · savvy · discriminating · critical · analytical · circumspect · research · reviews
Responding to stated concerns
- rebuttalFormal response disputing claims
- pressure tacticsMethods forcing quick decisions
- upsellingEncouraging costlier purchases
- cold callUninvited sales contact
pitch · follow-up · value proposition · pain points · rapport building
Plan for spending
- affordabilityState of being purchasable
- costRequired payment amount
- priceMonetary value assigned
- valueImportance or price
savings · expenditure · inflation · recession · discount · comparison shopping · price sensitivity · frugality
bargaining
Negotiating mutually acceptable terms
- counterofferAlternative terms proposed back
- hagglingNegotiating a lower price
- concessionsThings granted or yielded
compromise · terms · deal-making · walkaway · hardball · lowball · stalling · leverage · standoff · impasse
doubt
Lack of firm belief
suspicion · questioning · incredulity · hesitation · uncertainty · cynicism · dismissiveness · unconvinced · scoffing · rejection
buyer's remorse
Regret after a purchase
- decision fatigueExhaustion from repeated choices
- cognitive dissonanceDiscomfort from contradictory beliefs
- loss aversionSetbacks sting more than gains please
anchoring effect · framing effect · social proof · mental accounting · confirmation bias · heuristics · reactance · priming
discerning
Having keen judgment
wary · prudent · savvy · discriminating · critical · analytical · circumspect · research · reviews · comparison
objection handling
Responding to stated concerns
- rebuttalFormal response disputing claims
- pressure tacticsMethods forcing quick decisions
- upsellingEncouraging costlier purchases
cold call · pitch · follow-up · value proposition · pain points · rapport building
budget
Plan for spending
- affordabilityState of being purchasable
- costRequired payment amount
- priceMonetary value assigned
value · savings · expenditure · inflation · recession · discount · comparison shopping · price sensitivity · frugality · thrift
sales resistanceimpulse buying
Unplanned purchase decision
susceptibility · easy mark · pushover · gullibility · suggestibility
sales resistanceimpulse buying
Unplanned purchase decision
compulsive buying · compulsive shopping · retail therapy · splurging · binge shopping
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