It is the reasoned or emotional opposition to a proposed purchase. Skilled salespeople know how to identify sales objections, research and understand the prospect's concerns.
Addressing sales resistance is achieved through a conversation with the prospect, actively listening to their needs to reach an agreement that satisfies the interests of the customer and the company offering the product.
The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.