Sales Resistance – and What to 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.

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