Sales Roadblocks

In traditional sales, the seller attempts to discover the mental reservations in the buyers mind and answer those objections.

But in the audience driven Internet marketplace, quite frequently the seller never even meets the buyer. If you don't meet the buyer you can not ask probing questions to determine if there are any objections.

Does that mean that the seller is off the hook? Not if the seller has any competitors!

In the Internet world, the seller who outperforms his competition is the one who figures out what makes it difficult for the buyer to buy and removes the obstacles and smooths out the process.

For example, if a website is difficult to use, that is a roadblock to sales.

Karon Thackston wrote "Combat Resistance Factors and Increase Conversions."