Resistance and Rejection Archives - Page 2 of 2

These Words Can Get You In, or Hung Up On

Actually getting someone on the phone is one of the biggest challenges we have in sales today. So please, do not shoot yourself in the foot when you at last get that person listening to your greeting. On the phone you have about 6 seconds or less with your words to...

A Super-Simple Way to Respond to Resistance

Resistance and Rejection

The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, “What was that again?” The prospect then hemmed and hawwed a...

Reply to Resistance Like They Do In Cabo

Closing, Resistance and Rejection

I was recently at a business meeting in Cabo San Lucas with my mastermind group. (Yes, we actually did have a meeting…ok, a short one.) It’s one of my favorite places… aside from the fun, I love how almost everyone is a salesperson. I’ve written several times...

Act Like a Child to Handle a No

Closing, Resistance and Rejection

In the grocery checkout line the little boy walked over to his mom with package of snack cakes and displayed it to her with an outstretched arm. “You don’t need that,” mom said, barely glancing up from the Cosmo she was leafing through. “I want...

These Words Can Get You In, or Hung Up On

A Super-Simple Way to Respond to Resistance

Reply to Resistance Like They Do In Cabo

Act Like a Child to Handle a No

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