Mark Twain once wrote, “No sinner was ever saved after the first 20 minutes of the sermon.” (It’s probably not coincidental that TED talks last a maximum of 18 minutes.) I recently attended a conference where many of the speakers … Read More..
Lawyers, used car salespeople and consultants should form the NTU club – Nobody Trusts Us. This article explains why people don’t trust consultants and what we can do about it.
There’s a one-word reason for your inability to close tough sales: Resistance.
Resistance is what’s often behind the glassy-eyed stares you get following a presentation, the head shaking that leads to hand shaking and your quick departure, and the “we’ll talk about it and get back to you” that means-let’s face it-“thanks, but no thanks.” What prospects are saying to you, either directly or indirectly is, I’ve heard what you’re selling and I don’t get it, I don’t like it, or I don’t like you.
Salespeople live with resistance every day. This article shows how to increase your success while maintaining your integrity.