overcoming resistance
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How to Sell to Major Accounts That Love Your Competitor
- October 23, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople tend to take their best accounts for granted. They don’t call as often as they should. They don’t visit as often as they could. You need to be there and/or on the phone with them more often than the salesperson they like so much. Something is bound to go wrong. Something is likely to disappoint your prospect. That’s your opportunity to change the conversation.
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How Top Salespeople Anticipate and Manage Resistance
- May 29, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, “The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.”
Many readers left comments about the importance of relationships as a means to preventing resistance from going up.
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How to Use Your Experience with Turbulence to Overcome Resistance
- February 24, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You’ve probably experienced a flight like that too. Fun!
The jet was probably traveling 500 MPH but it’s funny how when the air is smooth, it doesn’t even seem like you’re moving, but when you add some serious bumps, you can feel every single one of those 500 MPH. It feels more like an out-of-control roller coaster!
Sales calls work the same way.
When prospects are rushed, disinterested, resistant or rude, the call feels bumpy, like a jet traveling through turbulence. When prospects are engaged, interested, and answering your questions, it feels smooth, like you’re hardly moving.
So how can you get that smooth feeling on every call or meeting?
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12 Reasons They Didn’t Like You Enough to Buy From You
- July 28, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You worked hard and smart, thought you did a great job, expected to win the business, but didn’t. Later, you learned that the prospect “Didn’t really like your style.”
It’s not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, “They just didn’t like me. But why?”
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Managing and Overcoming Resistance is the Key to Sales Success
- March 1, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most salespeople encounter prospects with that kind of resistance only when they are making cold calls and then, only because most of them are so inept at lowering resistance!
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Case History – Another Pitiful Sales Cold Call Exposed
- March 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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3rd of the 10 Sales Competencies that are Key to Building a Sales Culture
- October 13, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I went out of order in my last post and presented #6 from my list of 10 Sales Competencies That are Key to Building Sales Cultures.
In this post I present the real #2, The Enemy is Resistance. I’ve written about this before too.