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Resistance in Sales
Written by: Colly GrahamArticle Overview: As a general rule we should treat resistance as something you have created.
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Resistance in Sales
As a general rule we should treat resistance as something you have created. As people can only resist something you are doing or saying and we only have control over our own behavior. So we need to remove our resistance to the other person’s resistance. If we push someone they will push back, to stop the other person from pushing back all we need do is stop pushing.
“When we change one part of the system (in this case your behavior), we in fact change the whole system (which includes the other person’s behavior).
You might change your behavior by agreeing with the other person.
Look for and find an area of agreement.
People want to be right and will do almost anything to sustain the belief that they are right.
People do not resist change they resist the uncertainty that surrounds change. People do not resist the technical change they resist the social change. To resolve this people need to be involved in the change.
The best way to deal with resistance is to get into agreement or alignment with it, rather than fight it. This is foreign to people as we are taught to be competitive. In the Japanese martial art of Aikido the exponents are taught to align yourself with your opponent and use his or her energy to foil the attack. You move with rather than against your opponent. A much lighter opponent can easily overthrow a much heavier attacker by using the momentum of the attacker.
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Article Tags: alignment, attacker, belief that, exponents, japanese martial art, momentum, opponent, resistance, uncertainty
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About the Author: Colly Graham RSS for Colly's articles - Visit Colly's website  Click here to visit Colly's website   Five Steps to Elicit Outcomes Coaching Action Plan for Sales Managers Sales Process Resistance in Sales What is SPIN Selling |
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Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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