Negative Press When Selling? 10 Strategies Salespeople Can Use

Negative press about a product can be a huge challenge for salespeople.

It can be demotivating to hear negative feedback from customers, and it can be difficult to convince potential customers to buy a product that they’ve heard negative things about.

However, there are strategies salespeople can use to overcome negative press and maintain sales momentum.


1.    Acknowledge The Negative Press

The first step in overcoming negative press is to acknowledge it. Don’t ignore or brush off negative feedback, but instead address it head-on. Acknowledge the issues that people have had with the product, and explain how the company has addressed or plans to address these issues. Be transparent and honest about the challenges, and show that you’re committed to improving the product.  

2.    Focus On The Benefits

Rather than dwelling on the negative press, focus on the benefits of the product. Highlight the features that make the product unique and valuable, and explain how it can meet the needs of your customers. Use customer success stories and case studies to demonstrate the positive impact the product has had for other customers.  

3.    Use Social Proof

Social proof is a powerful tool for overcoming negative press because it:
  • Highlights positive reviews and testimonials from satisfied customers.
  • Uses social media to showcase customer success stories
  • Encourages happy customers to share their experiences with their network
  • Uses third-party endorsements, such as awards or industry recognition to demonstrate the quality and value of the product

4.    Offer Value-Adds

 One way to overcome negative press is to offer value-adds that incentivise customers to try the product. Offer free trials or demos to give customers a chance to try the product for themselves. Offer discounts or promotional pricing to entice customers who may be hesitant to buy. Provide exceptional customer service and support to build trust and loyalty with customers.  

5.    Leverage Relationships

Building strong relationships with customers is critical to overcoming negative press. Build trust with customers by providing exceptional service and support. Go the extra mile to address any concerns they may have. Use existing relationships to generate positive word-of-mouth and referrals, and encourage happy customers to share their experiences with their network.    

6.    Address The Root Cause

To truly overcome negative press, it’s important to address the root cause of the negative feedback. Listen to customer feedback and take action to address any issues or concerns they may have. Use customer feedback to improve the product and ensure that it meets the needs of your customers.  

7.    Be Proactive

To prevent negative press from occurring in the first place you should:
  • Be proactive in addressing customer needs and concerns
  • Communicate with customers regularly to understand their needs and address any issues they may have
  • Use customer feedback to improve the product and ensure that it meets customer needs
  • Be transparent and honest with customers about any challenges the company is facing
  • Show that you’re committed to providing a high-quality product and exceptional customer service

8.    Invest In Marketing And PR

Investing in marketing and PR can be an effective way to overcome negative press. Use marketing and PR campaigns to highlight the benefits of the product and showcase customer success stories. Use social media to engage with customers and generate positive word-of-mouth. Partner with influencers or thought leaders in the industry to generate positive buzz and increase product awareness.  

9.    Provide Education And Resources

One reason that negative press can be so damaging is that customers may not fully understand the product or its benefits. To overcome negative press, provide education and resources that help customers understand the product and its value. Provide training or webinars to help customers get the most out of the product. Create a knowledge base or support centre that provides answers to common questions and issues.  

10.  Stay Positive And Focused

It’s important to stay positive and focused when dealing with negative press. In today’s fast-paced, highly connected world, negative press can spread like wildfire. And for salespeople, this can be a major obstacle to overcome when trying to sell a product.    

Negative press can undermine a salesperson’s efforts to persuade customers to buy. People are often hesitant to invest in a product that has received negative attention.

With a proactive approach, salespeople can overcome negative press and help customers understand the true value of their product.

Remember: It is important to be transparent and honest with customers when it comes to selling a product.


Honesty is always the best policy when it comes to selling a product. Salespeople should be transparent about any issues or negative press that the product has received, but also highlight the steps that the company has taken to address these issues.   By being honest and transparent, salespeople can establish a sense of credibility with their customers.  

Leverage Customer Testimonials and Reviews, and use them to demonstrate the product’s value and effectiveness.

  This can help reassure potential customers that the product has satisfied customers who are willing to share their positive experiences.    

Contact KONA today to discuss tailored sales strategies for your business.

Call 1300 611 288 or Email
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